论文信息 - The Nature and Role of Salesperson Perceptions: The Interactive Effects of Salesperson/Customer Personalities - 字舞流文

The Nature and Role of Salesperson Perceptions: The Interactive Effects of Salesperson/Customer Personalities

David W. Schumann | D. W. Schumann | L. Fine | Leslie M. Fine | D. Schumann

[1] M. Snyder. Self-monitoring of expressive behavior. , 1974 .

[2] Mark Snyder,et al. When actions reflect attitudes: The politics of impression management , 1976 .

[3] E. Tanke,et al. Behavior and attitude: Some people are more consistent than others. , 1976 .

[4] M. Deutsch,et al. Perceived dimensions of interpersonal relations. , 1976 .

[5] William Ickes,et al. The Role of Sex and Self-Monitoring in Unstructured Dyadic Interactions , 1977 .

[6] Barton A. Weitz. Relationship between Salesperson Performance and Understanding of Customer Decision Making , 1978 .

[7] M. Snyder. Self-monitoring processes , 1979 .

[8] J. Bettman. Memory Factors in Consumer Choice: A Review , 1979 .

[9] Barton A. Weitz. Effectiveness in sales interactions: A contingency framework. , 1981 .

[10] Charles A. O'Reilly,et al. Boundary spanning and individual performance: The impact of self-monitoring , 1982 .

[11] Mark Snyder,et al. Personality and social behavior , 1985 .

[12] Barton A. Weitz,et al. Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness , 1986 .

[13] Barton A. Weitz,et al. Adaptive Selling: Conceptualization, Measurement, and Nomological Validity: , 1990 .