EFFECTIVENESS IN SALES INTERACTIONS - A CONTINGENCY FRAMEWORK

被引：315

作者：

WEITZ, BA

机构：

来源：

JOURNAL OF MARKETING | 1981年 / 45卷 / 01期

关键词：

D O I：

10.2307/1251723

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：85 / 103

页数：19

共 92 条

[1] TESTING FOR INTERACTION IN MULTIPLE-REGRESSION [J].

ALLISON, PD .

AMERICAN JOURNAL OF SOCIOLOGY, 1977, 83 (01) :144-153

[2]

ARCH D, 1979, 1979 ED C P

[3] PREDICTION OF SALES SUCCESS FROM FACTORIALLY DETERMINED DIMENSIONS OF PERSONAL BACKGROUND DATA [J].

BAEHR, ME ;

WILLIAMS, GB .

JOURNAL OF APPLIED PSYCHOLOGY, 1968, 52 (02) :98-&

[4] SALESFORCE PERFORMANCE AND SATISFACTION AS A FUNCTION OF INDIVIDUAL DIFFERENCE, INTERPERSONAL, AND SITUATIONAL FACTORS [J].

BAGOZZI, RP .

JOURNAL OF MARKETING RESEARCH, 1978, 15 (04) :517-531

[5] FACTORS IN SALES SUCCESS [J].

BAIER, DE ;

DUGAN, RD .

JOURNAL OF APPLIED PSYCHOLOGY, 1957, 41 (01) :37-40

[6]

BAMBIC P, 1978, THESIS PENNSYLVANIA

[7]

Blake R. R., 1970, GRID SALES EXCELLENC

[8] SCRIPTS IN MEMORY FOR TEXT [J].

BOWER, GH ;

BLACK, JB ;

TURNER, TJ .

COGNITIVE PSYCHOLOGY, 1979, 11 (02) :177-220

[9] ATTITUDINAL FRAMEWORK FOR ADVERTISING STRATEGY [J].

BOYD, HW ;

RAY, ML ;

STRONG, EC .

JOURNAL OF MARKETING, 1972, 36 (02) :27-33

[10] COMMUNICATOR-RECIPIENT SIMILARITY AND DECISION CHANGE [J].

BROCK, TC .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1965, 1 (06) :650-654

← 1 2 3 4 5 6 7 8 9 10 →