Sales Resistance: A Classification Framework

Developments in Marketing Science: Proceedings of the Academy of Marketing Science

Volumn , Issue , 2015, Pages 236-

  Bashaw, R Edward ^a   Hunt, Kenneth A ^a  

^a UNIVERSITY OF ARKANSAS AT LITTLE ROCK   (United States)

Author keywords

ClASSIFICATION Framework; Knowledge Structure; Personal Selling; Selling Concept; Situational Characteristic

Indexed keywords

EID: 0345971125     PISSN: 23636165     EISSN: 23636173     Source Type: Book Series    
DOI: 10.1007/978-3-319-13141-2_88     Document Type: Chapter

References (4)

1. Szymanski, David. 1988. "Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept." Journal of Marketing 25 (Jan.): 64-77.
2. Weitz, Barton A. 1978. "The Relationship Between Salesperson Performance and Understanding of Customer Decision Making." Journal of Marketing Research 15 (Nov.): 501-516. ___. 1979. "A Critical Review of Personal
3. Selling Research: The Need for Contingency Approaches." Critical Issues in Sales Management: State-of-the-Art and Future Research Needs. Eds. Gerald Albaum and Gilbert A. Churchill, University of Oregon, Eugene, OR, 76-126.
4. Withey, John J. and Panitz, Eric. 1995. "Face-to-Face Selling: Making it More Effective." Industrial Marketing Management 24: 239-246.