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A New Classification of Sales Resistance
16 references·0 citing·43 second hop
A New Classification of Sales Resistance (1999)A New Classification of Sales ResistanceSchematic Bases of Social Information Processing (2022)Schematic Bases of Social Inf…Schooling and the Acquisition of Knowledge (2017)Schooling and the Acquisition…Selling: Building Partnerships (1992)Selling: Building PartnershipsConceptualization and Operationalization of Retail Store Image: A Case of Rival Middle-Level Theories (1992)Conceptualization and Operati…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…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…What does the Schema Concept Buy us? (1980)What does the Schema Concept …Humor in Advertising: A Behavioral Perspective (1979)Humor in Advertising: A Behav…Schooling and the Acquisition of Knowledge (1978)Schooling and the Acquisition…Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)Relationship between Salesper…The Cognitive Processes Mediating Acceptance of Advertising (1973)The Cognitive Processes Media…Humor in Advertising (1973)Humor in AdvertisingDistraction increases yielding to propaganda by inhibiting counterarguing. (1970)Distraction increases yieldin…Some Contemporary Approaches (1964)Some Contemporary ApproachesOn resistance to persuasive communications. (1964)On resistance to persuasive c…Field Theory in Social Science (1953)A Theory of Cognitive Dissonance (1957)A Theory of Cognitive Dissonance (2017)Does Media Literacy Help Identification of Fake News? Information Literacy Helps, but Other Literacies Don’t (2019)Fake news game confers psychological resistance against online misinformation (2019)Inoculating Against Fake News About COVID-19 (2020)Statistical principles in experimental design. (1962)Reliability of Nominal Data Based on Qualitative Judgments (1989)Reliability Measures for Qualitative Data: Theory and Implications (1994)The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The psychology of interpersonal relations. (1958)Self-schemata and processing information about the self. (1977)Feeling and thinking: Preferences need no inferences. (1980)Attention and automaticity in the processing of self-relevant information. (1982)Outcome dependency and attention to inconsistent information. (1984)Problem Solving and Communicative Action: A Situational Theory of Problem Solving (2011)A Path Goal Theory of Leader Effectiveness (1971)Markets, Bureaucracies, and Clans (1980)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Learning Orientation, Working Smart, and Effective Selling (1994)The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction (1996)To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance. (2005)Utility Theory for Decision Making (1971)Marketing Management: Analysis, Planning and Control (1973)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Communication Style in the Salesperson-Customer Dyad (1985)Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction (1991)Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success (2010)The Role of Theory in Uses and Gratifications Studies (1979)How mental systems believe. (1991)Psychological Reactance and Promotional Health Messages: The Effects of Controlling Language, Lexical Concreteness, and the Restoration of Freedom (2007)Human cognition in its social context. (1986)AN INTEGRATIVE MODEL OF TOURISTS’ INFORMATION SEARCH BEHAVIOR (2004)Macrostructures: An Interdisciplinary Study of Global Structures in Discourse, Interaction, and Cognition (2019)How smartphone advertising influences consumers' purchase intention (2018)Factors influencing people’s continuous watching intention and consumption intention in live streaming (2019)Way to success: Understanding top streamer's popularity and influence from the perspective of source characteristics (2021)Structure‐Mapping: A Theoretical Framework for Analogy* (1983)Dual coding theory and education (1991)The Role of Anomalous Data in Knowledge Acquisition: A Theoretical Framework and Implications for Science Instruction (1993)Social Cognition And Social Perception (1987)Negotiation And Mediation (1992)News Framing as a Multiparadigmatic Research Program: a Response to Entman (2002)
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References

  • 1978Schooling and the Acquisition of Knowledge1,459 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 2022Schematic Bases of Social Information Processing917 cited
  • 2017Schooling and the Acquisition of Knowledge748 cited
  • 1964Some Contemporary Approaches728 cited
  • 1980What does the Schema Concept Buy us?555 cited
  • 1973The Cognitive Processes Mediating Acceptance of Advertising466 cited
  • 1964On resistance to persuasive communications.456 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 1973Humor in Advertising332 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
  • 1992Conceptualization and Operationalization of Retail Store Image: A Case of Rival Middle-Level Theories270 cited
  • 1988Knowledge Structure Differences between More Effective and Less Effective Salespeople255 cited
  • 1970Distraction increases yielding to propaganda by inhibiting counterarguing.217 cited
  • 1992Selling: Building Partnerships194 cited

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  • 1979Humor in Advertising: A Behavioral Perspective78 cited
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