Personal Selling & Sales Management Abstracts

March 1990
Journal of Personal Selling & Sales Management;Spring90, Vol. 10 Issue 2, p77
Academic Journal
The article presents personal selling and sales management abstracts. The purpose of this article is to keep readers abreast with the current personal selling and sales management literature. The abstracts of the following article have been included: "Exploring The Language of Adaptive Selling in a Business-To-Business Direct Marketing Context," by Robert J. Corey and David T. Wilson; "Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships," by Jan B. Heide and George John; "Equity and Disconfirmation Perceptions as Influences on Merchant and Product Satisfaction," by Richard L. Oliver and John E. Swan; "Postpurchase Communications by Consumers," by John E. Swan and Richard L. Oliver, published in "Journal of Retailing."; "Reorganizing for Sales," by Kate Bertrand, published in the journal "Business Marketing,"; and "A Typology of Industrial Salespersons Using Organizational Commitment and Job Involvement: A Framework of Predicting Behavioral Dimensions," by S. Kuen Lee.


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