Relational communication traits and their effect on adaptiveness and sales performance

Journal of the Academy of Marketing Science

Volumn 26, Issue 1, 1998, Pages 16-30

  Boorom, Michael L ^a   Goolsby, Jerry R ^b   Ramsey, Rosemary P ^c  

^a CALIFORNIA STATE UNIVERSITY   (United States)

^b UNIVERSITY OF SOUTH FLORIDA   (United States)

^c EASTERN KENTUCKY UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032331033     PISSN: 00920703     EISSN: None     Source Type: Journal    
DOI: 10.1177/0092070398261003     Document Type: Article

References (15)

1. Alessandra, Tony, Phil Wexler, and Rick Barrera. 1992. Non-Manipulative Selling. New York: Fireside, Simon & Schuster.
2. _, John E. Hunter, and William A. Donohue. 1989. "Meta-Analysis of Self-Report Data on the Effectiveness of Public Speaking Anxiety Treatment Techniques." Communication Education 38 (January): 54-76.
3. Allen, Mike, and John Bourhis. 1996. "The Relationship of Communication Apprehension to Communication Behavior: A Meta-Analysis." Communication Quarterly 44 (Spring): 214-226.
4. Amrhein, Chris. 1995. "Wallace Computer Services and the Interviewing Process: A District Manager's Perspective." Presented at Job Interviewing Techniques Seminar, March 8, San Bernardino, CA.
5. Anderson, James C., and David Gerbing. 1988. "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach." Psychological Bulletin 103:411-423.
6. Bagozzi, Richard D., and Youjae Yi. 1988. "On the Evaluation of Structural Equation Models." Journal of the Academy of Marketing Science 16 (Spring): 74-94.
7. Behrman, Douglas N., and William D. Perreault Jr. 1982. "Measuring the Performance of Industrial Salespersons." Journal of Business Research 10:355-370.
8. Boorom, Michael L., and David A. Luhrsen. 1993. "Communication Apprehension or Why Do Students Get Sweaty Palms in the Classroom." In National Conference in Sales Management. Eds. Ramon Avila and Dan Weilbaker. Oak Creek, WI: Pi Sigma Epsilon, 1.
9. Bourhis, John, and Mike Allen. 1992. "Meta-Analysis of the Relationship Between Communication Apprehension and Cognitive Performance." Communication Education 41 (January): 68-76.
10. Butler, Charles. 1996. "Why the Bad Rap?" Sales & Marketing Management 148 (June): 58-66.
11. Castleberry, Stephen B., and C. David Shepherd. 1993. "Effective Interpersonal Listening and Personal Selling." Journal of Personal Selling & Sales Management 13 (Winter): 35-50.
12. Cegala, Donald. J. 1981. "Interaction Involvement: A Cognitive Dimension of Communicative Competence." Communication Education 30:109-121.
13. Wiemann, J. M. 1977. "Explication and a Test of a Model of Communicative Competence." Human Communication Research 3:195-213.
14. Williams, Kaylene C., and Rosann Spiro. 1985. "Communication Style in the Salesperson-Customer Dyad." Journal of Marketing Research 22 (November): 434-442.
15. _,_, and Leslie M. Fine. 1990. "The Customer-Salesperson Dyad: An Interaction/Communication Model and Review." Journal of Personal Selling & Sales Management 10 (Summer): 29-43.