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A New Classification of Sales Resistance · Study

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ArticleA New Classification of Sales Resistance

Kenneth A. Hunt1999

Article1999

A New Classification of Sales Resistance

Kenneth A. Hunt · R. Edward Bashaw

19 citations·0/0 files stored·Industrial Marketing Management

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Customer Service Quality and Loyalty Marketing and Advertising Strategies Employee Performance and Motivation

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References

1978Schooling and the Acquisition of Knowledge 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness 2022Schematic Bases of Social Information Processing 2017Schooling and the Acquisition of Knowledge 1964Some Contemporary Approaches 1980What does the Schema Concept Buy us?1973The Cognitive Processes Mediating Acceptance of Advertising 1964On resistance to persuasive communications.

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1999Using Buyer’s Information Processing to Formulate Selling Strategiesarticle · 11 shared references 1993Effective Interpersonal Listening and Personal Sellingarticle · 5 shared references 1995The relationship between channel conflict and information processingarticle · 5 shared references 2006A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristicsarticle · 4 shared references 1989Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysisarticle · 4 shared references 2000Business Marketing Comes of Age: A Comprehensive Review of the Literaturearticle · 4 shared references

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Year1999

Typearticle

Published1999-01-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations19

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1016/s0019-8501(97)00098-9

openalex_workW2000134875

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