Zobrazeno 1 - 10
of 11
pro vyhledávání: '"David A. Locander"'
How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective
Publikováno v:
Journal of Business Research. 118:452-462
Although the increasing complexity of selling environments has been widely recognized, we know little about how salespeople manage the cognitive demands associated with information processing and decision-making during a sales encounter. Drawing on t
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::3677cc6d87916136ad7069a5721b1bb5
https://doi.org/10.1016/j.jbusres.2020.07.013
https://doi.org/10.1016/j.jbusres.2020.07.013
Publikováno v:
Journal of Business Research. 154:113391
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::149b4a7844e84173bf105017f41a36c1
https://doi.org/10.1016/j.jbusres.2022.113391
https://doi.org/10.1016/j.jbusres.2022.113391
Publikováno v:
Journal of Business Research. 69:4185-4193
This study examines the roles of thinking styles, role ambiguity, and knowledge in predicting salesperson creative selling behaviors. It also examines the importance of salesperson industry knowledge (i.e., an understanding of the industry's regulato
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::1010df6d304ac6e54326f5b2db0ca7d9
https://doi.org/10.1016/j.jbusres.2016.03.006
https://doi.org/10.1016/j.jbusres.2016.03.006
Publikováno v:
Journal of Marketing Theory and Practice. 23:351-369
Despite contemporary shifts in sales organizations toward more collaborative work, the sales profession tends to comprise many individuals with a psychological preference to work alone,known as “lone wolf tendencies” (LWT). For this reason, theor
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::d391e458f42e40162da11d2b34466478
https://doi.org/10.1080/10696679.2015.1049680
https://doi.org/10.1080/10696679.2015.1049680
Publikováno v:
Developments in Marketing Science: Proceedings of the Academy of Marketing Science ISBN: 9783319991801
This research explores the concept of endorser transgressions and its effects on the endorsed brands. Further exploring the meaning transfer model, which suggests that the positive traits of endorsers are transferred unto the consumer goods which the
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::f5e630fda03069ff74998b73678dabf9
https://doi.org/10.1007/978-3-319-99181-8_5
https://doi.org/10.1007/978-3-319-99181-8_5
Autor:
Obinna Obilo, David A. Locander
Publikováno v:
Back to the Future: Using Marketing Basics to Provide Customer Value ISBN: 9783319660226
This research explores the concept of swagger in a sales context. We purport that along with traditionally explored concepts of emotional intelligence, empathy, and adaptive selling skills, swagger is an unexplored concept that contributes to the tot
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::e664c8183b2e8584c744df242b070855
https://doi.org/10.1007/978-3-319-66023-3_160
https://doi.org/10.1007/978-3-319-66023-3_160
Publikováno v:
Psychology & Marketing. 31:387-403
This research explores how salespeople make decisions and what factors influence these decisions. Research in psychology suggests that, in making decisions, people use both intuition and deliberation, often relying on some degree of both processes. T
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::da2955c2452ed54f4b306c49d7d9b39c
https://doi.org/10.1002/mar.20702
https://doi.org/10.1002/mar.20702
Publikováno v:
Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing? ISBN: 9783319266466
Like all scientific endeavor, our quest for truth regarding The Self requires continuous successful approximations of some objective construct that is in fact the self. Many such approximations have been put forth over time, each contributing in a si
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::78c945165b812cff822a08245bc0f692
https://doi.org/10.1007/978-3-319-26647-3_68
https://doi.org/10.1007/978-3-319-26647-3_68
Autor:
Jay Prakash Mulki, David A. Locander
Publikováno v:
Thriving in a New World Economy ISBN: 9783319241463
Researchers and practitioners have always been interested in factors that provide richer explanations of variances in salespersons’ effectiveness and performance. In the extant research, most of the focus has been on issues such as motivation, pers
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::13b13a370bbb7523e4ae8ee75fa06de3
https://doi.org/10.1007/978-3-319-24148-7_39
https://doi.org/10.1007/978-3-319-24148-7_39
Publikováno v:
Developments in Marketing Science: Proceedings of the Academy of Marketing Science ISBN: 9783319109114
Manipulation is the act of cleverly or deviously influencing someone or something. When individuals perceive a loss of control in a situation, they feel manipulated. Feeling in control is an invaluable state of mind for consumers in general. In fact,
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::6d186195994bf23f5fdad596c9425baf
https://doi.org/10.1007/978-3-319-10912-1_255
https://doi.org/10.1007/978-3-319-10912-1_255