Selling strategies: The effects of suggesting a decision structure to novice and expert buyers

Journal of the Academy of Marketing Science

Volumn 29, Issue 3, 2001, Pages 289-306

  Wagner, Judy A ^a,b   Klein, Noreen M ^b,c   Keith, Janet E ^b,d  

^a UNIVERSITY OF TEXAS AT ARLINGTON   (United States)

^b VIRGINIA POLYTECHNIC INSTITUTE AND STATE UNIVERSITY   (United States)

^c PENNSYLVANIA STATE UNIVERSITY   (United States)

^d ARIZONA STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 23044527248     PISSN: 00920703     EISSN: None     Source Type: Journal    
DOI: 10.1007/BF02890786     Document Type: Article

References (45)

1. Alba, Joseph W. and J. Wesley Hutchinson. 1987. "Dimensions of Consumer Expertise." Journal of Consumer Research 13 (March): 411-454.
2. Anderson, Rolph E., Joseph F. Hair, Jr., and Alan J. Bush. 1999. Professional Sales Management. Houston, TX: DAME.
3. Andrews, Rick L. and Ajau K. Manrai. 1998. "Simulation Experiments in Choice Simplification: The Effects of Task and Context on Forecasting Performance." Journal of Marketing Research 35 (May): 198-209.
4. Bagozzi, Richard P. and Youjae Yi. 1991. "Multitrait-Multimethod Matrices in Consumer Research." Journal of Consumer Research 17 (March): 426-439.
5. Bettman, James R. 1979. An Information Processing Theory of Consumer Choice. Reading, MA: Addison-Wesley.
6. _, Mary Frances Luce, and John W. Payne. 1998. "Constructive Consumer Choice Processes." Journal of Consumer Research 25 (December): 187-217.
7. Bracks, Merrie. 1985. "The Effects of Product Class Knowledge on Information Search Behavior." Journal of Consumer Research 12 (June): 1-16.
8. Chu, Wujin, Eitan Gerstner, and James D. Hess. 1995. "Costs and Benefits of Hard-Sell." Journal of Marketing Research 35 (May): 198-209.
9. Churchill, Gilbert A., Jr. 1979. "A Paradigm for Developing Better Measures of Marketing Constructs." Journal of Marketing Research 16 (February): 64-73.
10. Crow, Lowell E., Richard W. Olshavsky, and John O. Summers. 1980. "Industrial Buyer's Choice Strategies: A Protocol Analysis." Journal of Marketing Research 17 (February): 34-44.
11. Dalrymple, Douglas J. and William L. Cron. 1995. Sales Management: Concepts and Cases. New York: John Wiley.
12. Donoho, Casey L. and Michael J. Swenson. 1996. "Top-Down Versus Bottom-Up Sales Tactics Effects on the Presentation of a Product Line." Journal of Business Research 37 (September): 51-61.
13. Forrester, William R. and William B. Locander. 1989. "Effects of Sales Presentation Topic on Cognitive Responses of Industrial Buying Groups." Journal of the Academy of Marketing Science 17 (Fall): 305-313.
14. Futrell, Charles M. 1998. Sales Management. Fort Worth, TX: Dryden.
15. _. 1999. Fundamentals of Selling. Boston: McGraw-Hill.
16. Glazer, Rashi, Barbara E. Kahn, and William L. Moore. 1991. "The Influence of External Constraints on Brand Choice: The Lone-Alternative Effect." Journal of Consumer Research 18 (June): 119-127.
17. Hauser, John R. 1986. "Agendas and Consumer Choice." Journal of Marketing Research 23 (August): 199-212.
18. Hauser, John R. and Birger Wernerfelt. 1990. "An Evaluation Cost Model of Consideration Sets." Journal of Consumer Research 16 (March): 393-408.
19. Hawes, Jon M., James T. Strong, and Bernard S. Winick. 1996. "Do Closing Techniques Diminish Prospect Trust?" Industrial Marketing Management 25 (September): 349-360.
20. Hinkelmann, Klaus and Oscar Kempthorne. 1994. Design and Analysis of Experiments: Introduction to Experimental Design. New York: John Wiley.
21. Hunt, Kenneth A. and R. Edward Bashaw. 1999. "Using Buyer's Information Processing to Formulate Selling Strategies." Industrial Marketing Management 28 (January): 99-107.
22. Jackson, Ralph W. and Robert D. Hisrich. 1996. Sales and Sales Management. Upper Saddle River, NJ: Prentice Hall.
23. Johnson, Eric J. and J. Edward Russo. 1984. "Product Familiarity and Learning New Information." Journal of Consumer Research 21 (June): 542-550.
24. Jolson, Marvin A. 1975. "The Underestimated Potential of the Canned Sales Presentation." Journal of Marketing 39 (January): 75-78.
25. Kahn, Barbara, William L. Moore, and Rashi Glazer. 1987. "Experiments in Constrained Choice." Journal of Consumer Research 14 (June): 96-113.
26. Levine, M. E. and C. R. Plott. 1977. "Agenda Influence and Its Implications." Virginia Law Review 63:561-604.
27. Milliman, Ronald E. and Douglas L. Fugate. 1988. "Using Trust-Transference as a Persuasion Technique: An Empirical Investigation." Journal of Personal Selling and Sales Management 8 (August): 1-7.
28. Moon, Youngme. 2000. "Intimate Exchanges: Using Computers to Elicit Self-Disclosure From Consumers." Journal of Consumer Research 26 (March): 323-339.
29. Mort, Terry A. 1977. Systematic Selling: How to Influence the Buying Decision Process. New York: AMACOM.
30. Nass, Clifford I., Youngme Moon, B. J. Fogg, Byron Reeves, and D. Christopher Dryer. 1995. "Can Computer Personalities Be Human Personalities?" International Journal of Human-Computer Studies 43:223-239.
31. Patton, W. E. III. 1996. "Use of Human Judgment Models in Industrial Buyers' Vendor Selection Decisions." Industrial Marketing Management 25:135-149.
32. Peacock, Peter and Harry L. Davis. 1970. "The Alphabet as an Independent Variable." Journal of Business 43 (April): 205-209.
33. Perkins, W. Steven and Ram C. Rao. 1990. "The Role of Experience in Information Use and Decision Making by Marketing Managers." Journal of Marketing Research 27 (February): 1-10.
34. Rao, Akshay R. and Kent B. Monroe. 1988. "The Moderating Effect of Prior Knowledge on Cue Utilization." Journal of Consumer Research 15 (September): 253-264.
35. Robinson, Patrick J., Charles W. Fans, and Yoran Wind. 1967. Industrial Buying and Creative Marketing. Boston: Allyn & Bacon.
36. Rosenthal, Robert and Ralph L. Rosnow. 1985. Contrast Analysis: Focused Comparisons in the Analysis of Variance. Cambridge, UK: Cambridge University Press.
37. Ross, William T. and Elizabeth H. Creyer. 1993. "Interpreting Interactions: Raw Means or Residual Means?" Journal of Consumer Research 20 (September): 330-338.
38. Sawtooth Software. 1991. Ci3 System, Version 1.0. Ketchum, ID: Sawtooth Software.
39. Shanteau, James. 1992. "How Much Information Does an Expert Use? Is It Relevant?" Acta Psychologica 81:75-86.
40. Spence, Mark T. and Merrie Brucks. 1997. "The Moderating Effects of Problem Characteristics on Experts' and Novices' Judgements." Journal of Marketing Research 34 (May): 233-247.
41. Tversky, Amos. 1972. "Elimination by Aspects: A Theory of Choice." Psychological Review 79 (4): 281-299.
42. Weitz, Barton A. 1978. "Relationship Between Salesperson Performance and Understanding of Customer Decision Making." Journal of Marketing Research 15 (November): 501-516.
43. _. 1981. "Effectiveness in Sales Interactions: A Contingency Framework." Journal of Marketing 45 (Winter): 85-103.
44. _, Harish Sujan, and Mita Sujan. 1986. "Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness." Journal of Marketing 50 (October): 174-191.
45. Wright, Peter L. and Frederick Barbour. 1975. "The Relevance of Decision Process Models in Structuring Persuasive Messages." Communication Research 2 (July): 246-259.