November 1988
Journal of Personal Selling & Sales Management;Nov88, Vol. 8 Issue 3, p66
Academic Journal
This article focuses in several publications related to buying behavior. The article "Industrial Supplier-Buyer Negotiations," by Paul A. Dion and Peter M. Banting, published in the May 17, 1988 issue of the journal Industrial Marketing Management." This article presents analysis of mail responses from 302 purchasing managers revealed that a collaborative approach to negotiation was the most preferred practice. Another article "Effects of Stereotypes of salespersons on Consumer Evaluations and Judgments," by William C. LaFief, published in a previous issue of the journal "Developments in Marketing Science." This study examines the effects of sales person stereotyping. Subjects read a description of a selling interaction where strong or weak arguments were presented by a used car salesperson or by a non-sales person. Another article "How to Sell to a Millionaire," by Thomas J. Stanley, published in the August 1988, issue of the journal "Sales & Marketing Management." The author of this book addresses such concerns as how to locate a millionaire, how to target the affluent, where millionaires live, and distinguishing between those who look wealthy and those who are wealthy.


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