TITLE

PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS

PUB. DATE
March 2006
SOURCE
Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p219
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
The article presents abstracts for articles of interest to personal selling and sales management researchers. Articles include "Examining an Industrial Buyer's Purchasing Linkages: A Network Model and Analysis of Organizational Buying Workflow," by Tom A. Buckles and John R. Ronchetto, "Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion," by Amna Kirmani and Margaret C. Campbell, and "The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation," by Thomas E. DeCarlo.
ACCESSION #
21065996

 

Related Articles

  • AWARD WINNERS.  // Journal of Advertising;Spring98, Vol. 27 Issue 1, pI 

    This article announces that Amna Kirmani received an award for her research on advertising repeition.

  • The Next President of the Association of Consumer Research.  // Women in Academia Report;10/22/2013, p10 

    The article announces the election of Amna Kirmani as president of the Association of Consumer Research.

  • on the move.  // Diverse: Issues in Higher Education;11/21/2013, Vol. 30 Issue 21, p24 

    The article announces various appointments including Patricia Gentile as fourth president of the North Shore Community College, Danvers, Massachusetts, Amna Kirmani as president of the Association of Consumer Research and Merryl Alber as director of the Marine Institute of the University of...

  • Does Knowledge of the Marketplace Really Help Consumers? The Case for (or against) Persuasion Knowledge. Brown, Christina L. // Advances in Consumer Research;2006, Vol. 33 Issue 1, p519 

    This article presents a review of multiple essays on the concept of consumer behavior including "Vigilance Against Perceived Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knoweldge," by Amna Kirmani and Rui Zhu, "Fortification or Trojan Horse? The Impact of Warnings on...

  • Special Abstract Section: National Conference in Sales Management. Williams, Michael R. // Journal of Personal Selling & Sales Management;Spring97, Vol. 17 Issue 2, p75 

    Provides abstracts of papers presented at the 1997 National Conference in Sales Management, which was held from April 3-5 in Cincinnati, Ohio.

  • THE IMPACT OF SALES MANAGER CONTROL: THE ROLE OF MANAGER CONTROL COMPETENCIES, MANAGER EXTRA-ROLE PERFORMANCE, AND CRITICAL SALES SKILLS. Piercy, Nigel F.; Lane, Nikala // AMA Winter Educators' Conference Proceedings;2007, Vol. 18, p164 

    Several factors in business-to-business marketing and selling mandate renewed attention to the effective management of sales organizations. The traditional tactical role of selling is being transformed in many companies to the strategic responsibility for building and sustaining profitable...

  • 19. Sales Management and Selling. Penn, William S.; Gross, Walter // Journal of Marketing;Jan1968, Vol. 32 Issue 1, p96 

    An abstract is presented for the article "What Makes a Sale a Success or a Flop," by W. E. Wood.

  • 2. SELLING - PERSONAL. Brown, W. F. // Journal of Marketing;Apr1950, Vol. 14 Issue 5, p742 

    The article presents an abstract of the article "How Sales Aptitude Tests Help the Efficiency of Sales Management," by J. Robert Hilgert.

  • DO SELLER PERCEPTIONS OF FAIRNESS LEAD TO SALES GROWTH? A LATENT GROWTH CURVE ANALYSIS. Zaefarian, Ghasem; Tavani, Zhaleh Najafi; Henneberg, Stephan C.; Naudé, Peter // AMA Summer Educators' Conference Proceedings;2012, Vol. 23, p23 

    An abstract of the article "Do Seller Perceptions of Fairness Lead to Sales Growth? A Latent Growth Curve Analysis," by Ghasem Zaefarian et al is presented.

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics