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Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers
16 references·0 citing·49 second hop
Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers (1993)Attributes and Behaviors of Salespeople P…Selling & Sales Management (1994)Selling & Sales ManagementAdaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept (1988)Determinants of Selling Effec…The Framing of Buying Decisions (1987)The Framing of Buying Decisio…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Benefit segmentation in industrial markets (1986)Benefit segmentation in indus…An Inductive Model of Industrial Supplier Choice Processes (1984)An Inductive Model of Industr…An Empirical Investigation of the Information Sources Used during the Industrial Buying Process (1984)An Empirical Investigation of…An Empirical Investigation of the Information Sources used during the Industrial Buying Process (1984)An Empirical Investigation of…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Review of Psychometric theory (2nd ed.). (1979)Review of Psychometric theory…Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)Relationship between Salesper…Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Identifying Successful Indust…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…A Model of Industrial Buyer Behavior (1973)A Model of Industrial Buyer B…Industrial Buyers' Decision-Making Styles (1971)Industrial Buyers' Decision-M…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? 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this work references cited by second hop

References

  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1979Review of Psychometric theory (2nd ed.).11,425 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1973A Model of Industrial Buyer Behavior883 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 1987The Framing of Buying Decisions311 cited
  • 1988Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept279 cited
  • 1984An Empirical Investigation of the Information Sources used during the Industrial Buying Process207 cited
  • 1984An Inductive Model of Industrial Supplier Choice Processes157 cited
  • 1984An Empirical Investigation of the Information Sources Used during the Industrial Buying Process109 cited
  • 1971Industrial Buyers' Decision-Making Styles79 cited
  • 1986Benefit segmentation in industrial markets75 cited
  • 1977Identifying Successful Industrial Salesmen by Personality and Personal Characteristics

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67 cited
  • 1994Selling & Sales Management65 cited
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