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Asking Questions: Some Characteristics of Successful Sales Encounters
14 references·1 citing·33 second hop
Asking Questions: Some Characteristics of Successful Sales Encounters (2013)Asking Questions: Some Characteristics of…Handbook of Social Psychology (2013)Handbook of Social PsychologyInteraction Process Analysis (2010)Interaction Process AnalysisSurvey research methods (1990)Survey research methodsInterviewing: Principles and Practices (1986)Interviewing: Principles and …The Art of Asking Questions (1980)The Art of Asking QuestionsIndirect speech acts (1979)Indirect speech actsThe Unsold Prospect: Dyadic and Attitudinal Determinants (1977)The Unsold Prospect: Dyadic a…The Underestimated Potential of the Canned Sales Presentation (1975)The Underestimated Potential …The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior (1974)The Effect of Salesman Simila…Content Analysis for the Social Sciences and Humanities. (1970)Content Analysis for the Soci…Communicator-recipient similarity and decision change. (1965)Communicator-recipient simila…The Dynamics of Interviewing (1958)The Dynamics of InterviewingThe Art of Asking Questions (1951)The Art of Asking QuestionsSOME EXAMPLES OF DISCRIMINATION (1946)SOME EXAMPLES OF DISCRIMINATI…O Impacto da Abordagem de Vendas na Aceitação de Produtos com Inovações Tecnológicas (2013)O Impacto da Abordagem de Ven…SOME NOTES ON DISCRIMINATION (1946)Allocation Rules and Their Error Rates (1966)Statistical study of sexual dimorphism in the human fetal sciatic notch (1995)Multicriteria classification and sorting methods: A literature review (2002)A Theory of Social Comparison Processes (1954)Interpersonal attraction and attitude similarity. (1961)Explorations in cognitive dissonance. (1962)Endorser Effectiveness by Product Type (1979)Effectiveness in Sales Interactions: A Contingency Framework (1981)Instagram and YouTube bloggers promote it, why should I buy? How credibility and parasocial interaction influence purchase intentions (2019)Understanding Information Technology Usage: A Test of Competing Models (1995)Accounting for common method variance in cross-sectional research designs. (2001)Role congruity theory of prejudice toward female leaders. (2002)On the various and changing meanings of organizational membership: A field study of organizational identification (1983)Metaphors and Methodologies: Living Beyond the Systems Machine (1993)Using Talanoa in Pacific Business Research in new Zealand: Experiences with Tongan Entrepreneurs (2008)Discourse Analysis as Theory and Method (2002)Three Approaches to Qualitative Content Analysis (2005)Answering the Call for a Standard Reliability Measure for Coding Data (2007)Response strategies for coping with the cognitive demands of attitude measures in surveys (1991)Self-reports: How the questions shape the answers. (1999)Collecting and Interpreting Qualitative Materials (2012)Index Construction with Formative Indicators: An Alternative to Scale Development (2001)Survey response rate levels and trends in organizational research (2008)The adequacy of response rates to online and paper surveys: what can be done? (2008)Improvising firms: bricolage, account giving and improvisational competencies in the founding process (2003)It's What You Make of It: Founder Identity and Enacting Strategic Responses to Adversity (2014)Sequencing in Conversational Openings 1 (1968)A simplest systematics for the organization of turn-taking for conversation (1974)Gender and leadership style: A meta-analysis. (1990)An Introduction to Sociolinguistics (1986)Cross-cultural pragmatics: Requests and apologies (1992)Cues to deception. (2003)
this work references cited by second hop

References

  • 2013Handbook of Social Psychology7,565 cited
  • 1970Content Analysis for the Social Sciences and Humanities.4,564 cited
  • 1990Survey research methods2,468 cited
  • 1979Indirect speech acts1,399 cited
  • 2010Interaction Process Analysis1,200 cited
  • 1951The Art of Asking Questions461 cited
  • 1958The Dynamics of Interviewing383 cited
  • 1965Communicator-recipient similarity and decision change.356 cited
  • 1986Interviewing: Principles and Practices329 cited
  • 1946SOME EXAMPLES OF DISCRIMINATION306 cited
  • 1974The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior282 cited
  • 1980The Art of Asking Questions275 cited
  • 1977The Unsold Prospect: Dyadic and Attitudinal Determinants49 cited
  • 1975The Underestimated Potential of the Canned Sales Presentation40 cited

Cited by

  • 2013O Impacto da Abordagem de Vendas na Aceitação de Produtos com Inovações Tecnológicas4 cited

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