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A personal construct analysis of adaptive selling and sales experience
16 references·0 citing·42 second hop
A personal construct analysis of adaptive selling and sales experience (1995)A personal construct analysis of adaptive…THE PSYCHOLOGY OF PERSONAL CONSTRUCTS (2010)THE PSYCHOLOGY OF PERSONAL CO…The psychology of personal constructs (2002)The psychology of personal co…Laddering theory, method, analysis, and interpretation. (2001)Laddering theory, method, ana…Advertising Is Image Management (2001)Advertising Is Image Manageme…Understanding the Factors Influencing Ski Destination Choice: A Means-End Analytic Approach (1993)Understanding the Factors Inf…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Knowledge Structure Differences between More Effective and Less Effective Salespeople (1988)Knowledge Structure Differenc…Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept (1988)Determinants of Selling Effec…Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation (1986)Smarter versus Harder: An Exp…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Advertising and consumer psychology (1983)Advertising and consumer psyc…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …A Means-End Chain Model Based on Consumer Categorization Processes (1982)A Means-End Chain Model Based…Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)Relationship between Salesper…The evaluation of personal constructs (1968)The evaluation of personal co…Coefficient Alpha and the Internal Structure of Tests (1951)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Social desirability bias: A neglected aspect of validity testing (2000)The C-OAR-SE procedure for scale development in marketing (2002)Customer-based corporate reputation of a service firm: scale development and validation (2007)The nature of human values (1973)Customer Contributions to Quality: A Different View of the Customer-Oriented Firm (1996)Principles of Categorization (2002)A consumer-based model of authenticity: An oxymoron or the foundation of cultural heritage marketing? 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References

  • 2010THE PSYCHOLOGY OF PERSONAL CONSTRUCTS8,573 cited
  • 2001Laddering theory, method, analysis, and interpretation.1,766 cited
  • 1982A Means-End Chain Model Based on Consumer Categorization Processes1,459 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 2002The psychology of personal constructs1,218 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,055 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1968The evaluation of personal constructs541 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity519 cited
  • 1983Advertising and consumer psychology439 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 1986Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation313 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
  • 1993Understanding the Factors Influencing Ski Destination Choice: A Means-End Analytic Approach274 cited
  • 2001Advertising Is Image Management

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270 cited
  • 1988Knowledge Structure Differences between More Effective and Less Effective Salespeople255 cited
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