MAPPING THE PROCEDURAL KNOWLEDGE OF INDUSTRIAL-SALES PERSONNEL - A SCRIPT-THEORETIC INVESTIGATION

被引：82

作者：

LEIGH, TW ^{[1
]}

MCGRAW, PF ^{[1
]}

机构：

[1] KLINE & CO, FAIRFIELD, NJ USA

来源：

JOURNAL OF MARKETING | 1989年 / 53卷 / 01期

关键词：

D O I：

10.2307/1251522

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：16 / 34

页数：19

共 45 条

[1] PSYCHOLOGICAL STATUS OF THE SCRIPT CONCEPT [J].

ABELSON, RP .

AMERICAN PSYCHOLOGIST, 1981, 36 (07) :715-729

[2]

Abelson RP., 1976, COGNITION SOC BEHAV, P33

[3] IMAGINATION AND EXPECTATION - THE EFFECT OF IMAGINING BEHAVIORAL SCRIPTS ON PERSONAL INTENTIONS [J].

ANDERSON, CA .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1983, 45 (02) :293-305

[4]

BANDURA A, 1986, SOCIAL F THOUGHT ACT

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

BOWER, GH ;

BLACK, JB ;

TURNER, TJ .

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

[6] THE DETERMINANTS OF SALESPERSON PERFORMANCE - A META-ANALYSIS [J].

CHURCHILL, GA ;

FORD, NM ;

HARTLEY, SW ;

WALKER, OC .

JOURNAL OF MARKETING RESEARCH, 1985, 22 (02) :103-118

[7]

Coughlan Anne T., 1987, J MARKETING, V51, P71

[8] EFFECTS OF DIFFERENT SYMBOLIC CODING STIMULI IN BEHAVIOR MODELING TRAINING [J].

DECKER, PJ .

PERSONNEL PSYCHOLOGY, 1984, 37 (04) :711-720

[9] EFFECTS OF SYMBOLIC CODING AND REHEARSAL IN BEHAVIOR-MODELING TRAINING [J].

DECKER, PJ .

JOURNAL OF APPLIED PSYCHOLOGY, 1980, 65 (06) :627-634

[10]

Duncan S., 1977, FACE TO FACE INTERAC, DOI DOI 10.4324/9781315660998

← 1 2 3 4 5 →