A Framework for Classifying Concepts of and Research on the Personal Selling Process

Robert A. Reeves · Hiram C. Barksdale

13 citations0/0 files storedJournal of Personal Selling and Sales Management

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

Abstract

AbstractA parsimonious conceptual framework is presented to facilitate organization and comparison of the various approaches to personal selling. Implications for managers and researchers, as well as suggestions for future directions in personal selling research, are discussed.

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References

1958Social Theory and Social Structure 1950Interaction Process Analysis: A Method for the Study of Small Groups.1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople 1981Effectiveness in Sales Interactions: A Contingency Framework 1978An Application of Equity Theory to Buyer-Seller Exchange Situations 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making 1963Selling as a Dyadic Relationship – A New Approach 1978Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors

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2013Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective 2015How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance

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