-
1
-
-
0141995499
-
-
Reston, VA: Reston Publishing
-
Alessandra, A. J., Wexler, P. S., & Barrara, R. (1987). Non manipulative selling. Reston, VA: Reston Publishing.
-
(1987)
Non Manipulative Selling
-
-
Alessandra, A.J.1
Wexler, P.S.2
Barrara, R.3
-
2
-
-
41649112685
-
Structural equation modeling in practice: A review and recommended two-step approach
-
Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103, 411-423.
-
(1988)
Psychological Bulletin
, vol.103
, pp. 411-423
-
-
Anderson, J.C.1
Gerbing, D.W.2
-
4
-
-
0040004377
-
Measuring the performance of industrial salespeople
-
Behrman, D. N., & Perreault, W. D., Jr. (1982). Measuring the performance of industrial salespeople. Journal of Business Research, 10, 355-370.
-
(1982)
Journal of Business Research
, vol.10
, pp. 355-370
-
-
Behrman, D.N.1
Perreault Jr., W.D.2
-
5
-
-
84977058281
-
A model for listening instruction: Management applications
-
Brownell, J. (1985). A model for listening instruction: Management applications. The ABCA Bulletin, 48, 39-44.
-
(1985)
The ABCA Bulletin
, vol.48
, pp. 39-44
-
-
Brownell, J.1
-
6
-
-
84970463400
-
Perceptions of effective listeners: A management study
-
Brownell, J. (1990). Perceptions of effective listeners: A management study. Journal of Business Communication, 27, 401-415.
-
(1990)
Journal of Business Communication
, vol.27
, pp. 401-415
-
-
Brownell, J.1
-
7
-
-
2342433919
-
Creating strong listening environments: A key hospitality management task
-
Brownell, J. (1994). Creating strong listening environments: A key hospitality management task. International Journal of Contemporary Hospitality Management, 6(3), 3-10.
-
(1994)
International Journal of Contemporary Hospitality Management
, vol.6
, Issue.3
, pp. 3-10
-
-
Brownell, J.1
-
9
-
-
33244478683
-
Effective interpersonal listening in the personal selling environment: Conceptualization, measurement and nomological validity
-
Castleberry, S. B., Shepherd, C. D., & Ridnour, R. (1999). Effective interpersonal listening in the personal selling environment: Conceptualization, measurement and nomological validity. Journal of Marketing Theory and Practice, 7, 30-38.
-
(1999)
Journal of Marketing Theory and Practice
, vol.7
, pp. 30-38
-
-
Castleberry, S.B.1
Shepherd, C.D.2
Ridnour, R.3
-
10
-
-
0001878819
-
A paradigm for developing better measures of marketing constructs
-
Churchill, G. A. (1979). A paradigm for developing better measures of marketing constructs. Journal of Marketing Research, 16, 64-74.
-
(1979)
Journal of Marketing Research
, vol.16
, pp. 64-74
-
-
Churchill, G.A.1
-
14
-
-
0002731620
-
A multidimensional approach to individual differences in empathy
-
Davis, M. H. (1980). A multidimensional approach to individual differences in empathy. JASA Catalogue of Selected Documents in Psychology, 44, 113-126.
-
(1980)
JASA Catalogue of Selected Documents in Psychology
, vol.44
, pp. 113-126
-
-
Davis, M.H.1
-
15
-
-
85043740534
-
Measuring individual differences in empathy: Evidence for a multidimensional approach
-
Davis, M. H. (1983). Measuring individual differences in empathy: Evidence for a multidimensional approach. Journal of Personality and Social Psychology, 44, 113-126.
-
(1983)
Journal of Personality and Social Psychology
, vol.44
, pp. 113-126
-
-
Davis, M.H.1
-
16
-
-
0001932429
-
Developing buyer-seller relationships
-
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51, 11-27.
-
(1987)
Journal of Marketing
, vol.51
, pp. 11-27
-
-
Dwyer, F.R.1
Schurr, P.H.2
Oh, S.3
-
17
-
-
33244472499
-
Client microprocesses: What process-experiential therapists listen for
-
J. C. Watson (Ed.). Washington, DC: American Psychological Association
-
Elliott, R., Watson, J. C., Goldman, R. N., & Greenberg, L. S. (2004). Client microprocesses: What process-experiential therapists listen for. In J. C. Watson (Ed.), Learning emotion focused therapy: The process-experiential approach to change (pp. 53-71). Washington, DC: American Psychological Association.
-
(2004)
Learning Emotion Focused Therapy: The Process-experiential Approach to Change
, pp. 53-71
-
-
Elliott, R.1
Watson, J.C.2
Goldman, R.N.3
Greenberg, L.S.4
-
18
-
-
84965371944
-
Teaching students to listen empathetically
-
Fernald, P. S. (1995). Teaching students to listen empathetically. Teaching of Psychology, 22, 183-186.
-
(1995)
Teaching of Psychology
, vol.22
, pp. 183-186
-
-
Fernald, P.S.1
-
19
-
-
0000009769
-
Evaluating structural equation models with unobservable variables and measurement error
-
Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18, 39-50.
-
(1981)
Journal of Marketing Research
, vol.18
, pp. 39-50
-
-
Fornell, C.1
Larcker, D.F.2
-
20
-
-
0000789331
-
An updated paradigm for scale development incorporating unidimensionality and its assessment
-
Gerbing, D. W., & Anderson, J. C. (1988). An updated paradigm for scale development incorporating unidimensionality and its assessment. Journal of Marketing Research, 25, 186-193.
-
(1988)
Journal of Marketing Research
, vol.25
, pp. 186-193
-
-
Gerbing, D.W.1
Anderson, J.C.2
-
21
-
-
84970415412
-
An examination of the role of listening in judgments of communication competence in co-workers
-
Haas, J. W., & Arnold, C. L. (1995). An examination of the role of listening in judgments of communication competence in co-workers. Journal of Business Communication, 32, 123-139.
-
(1995)
Journal of Business Communication
, vol.32
, pp. 123-139
-
-
Haas, J.W.1
Arnold, C.L.2
-
22
-
-
0003506109
-
-
Upper Saddle River, NJ: Prentice Hall
-
Hair, J. F., Jr., Anderson, R. E., Tatham, R. L., & Black, W. C. (1998). Multivariate data analysis (5th ed.). Upper Saddle River, NJ: Prentice Hall.
-
(1998)
Multivariate Data Analysis (5th Ed.)
-
-
Hair Jr., J.F.1
Anderson, R.E.2
Tatham, R.L.3
Black, W.C.4
-
23
-
-
84909057322
-
A field study of listening needs in organizations
-
Hunt, G. T., & Cussela, L. P. (1983). A field study of listening needs in organizations. Communication Education, 32, 393-401.
-
(1983)
Communication Education
, vol.32
, pp. 393-401
-
-
Hunt, G.T.1
Cussela, L.P.2
-
24
-
-
0000094609
-
Why salespeople fail
-
Ingram, T. A., Schwepker, C. W., Jr., & Hutson, D. (1992). Why salespeople fail. Industrial Marketing Management, 21, 225-230.
-
(1992)
Industrial Marketing Management
, vol.21
, pp. 225-230
-
-
Ingram, T.A.1
Schwepker Jr., C.W.2
Hutson, D.3
-
25
-
-
18844440836
-
Statistical analysis of sets of congeneric tests
-
Jöreskog, K. G. (1971). Statistical analysis of sets of congeneric tests. Psychometrika, 36, 109-133.
-
(1971)
Psychometrika
, vol.36
, pp. 109-133
-
-
Jöreskog, K.G.1
-
26
-
-
84965559158
-
Listening in organizational environments
-
Lewis, M., & Reinsch, N. L., Jr. (1988). Listening in organizational environments. Journal of Business Communication, 25, 49-67.
-
(1988)
Journal of Business Communication
, vol.25
, pp. 49-67
-
-
Lewis, M.1
Reinsch Jr., N.L.2
-
27
-
-
12144277431
-
Relationship marketing in the not for profit sector: An extension and application of the commitment-trust theory
-
MacMillan, K., Money, K., Money, A., & Downing, S. (2005). Relationship marketing in the not for profit sector: An extension and application of the commitment-trust theory. Journal of Business Research. 58, 806-816.
-
(2005)
Journal of Business Research.
, vol.58
, pp. 806-816
-
-
MacMillan, K.1
Money, K.2
Money, A.3
Downing, S.4
-
29
-
-
84986853276
-
Empathy and the salesperson: A multidimensional perspective
-
McBane, D. A. (1995). Empathy and the salesperson: A multidimensional perspective. Psychology & Marketing, 12, 349-369.
-
(1995)
Psychology & Marketing
, vol.12
, pp. 349-369
-
-
McBane, D.A.1
-
31
-
-
84970466054
-
A hierarchy of industrial selling competencies
-
Moore, J. R., Eckrich, D. S., & Carlson, L. T. (1986). A hierarchy of industrial selling competencies. Journal of Marketing Education, 8, 79-88.
-
(1986)
Journal of Marketing Education
, vol.8
, pp. 79-88
-
-
Moore, J.R.1
Eckrich, D.S.2
Carlson, L.T.3
-
32
-
-
21344475322
-
The commitment-trust theory of relationship marketing
-
Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58, 20-39.
-
(1994)
Journal of Marketing
, vol.58
, pp. 20-39
-
-
Morgan, R.M.1
Hunt, S.D.2
-
34
-
-
20444499779
-
E S Qual: A multiple item scale for assessing electronic service quality
-
Parasuraman, A., Ziethaml, V. A., & Malhotra, A. (2005). E S Qual: A multiple item scale for assessing electronic service quality. Journal of Service Research, 7, 213-233.
-
(2005)
Journal of Service Research
, vol.7
, pp. 213-233
-
-
Parasuraman, A.1
Ziethaml, V.A.2
Malhotra, A.3
-
36
-
-
0001597317
-
Checking the success of manipulations in marketing experiments
-
Perdue, B. C., & Summers, J. O. (1986). Checking the success of manipulations in marketing experiments. Journal of Marketing Research, 22, 317-326.
-
(1986)
Journal of Marketing Research
, vol.22
, pp. 317-326
-
-
Perdue, B.C.1
Summers, J.O.2
-
37
-
-
0001745358
-
Construct validity: A review of basic issues and marketing practice
-
Peter, J. P. (1981). Construct validity: A review of basic issues and marketing practice. Journal of Marketing Research, 18, 133-145.
-
(1981)
Journal of Marketing Research
, vol.18
, pp. 133-145
-
-
Peter, J.P.1
-
38
-
-
0002508113
-
Relationships among research design choices and psychometric properties of rating scales: A meta-analysis
-
Peter, J. P., & Churchill, G. A., Jr. (1986). Relationships among research design choices and psychometric properties of rating scales: A meta-analysis. Journal of Marketing Research, 23, 1-10.
-
(1986)
Journal of Marketing Research
, vol.23
, pp. 1-10
-
-
Peter, J.P.1
Churchill Jr., G.A.2
-
39
-
-
0031496391
-
Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes
-
Ramsey, R. P., & Sohi, R. S. (1997). Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes. Journal of the Academy of Marketing Sciences, 25, 127-137.
-
(1997)
Journal of the Academy of Marketing Sciences
, vol.25
, pp. 127-137
-
-
Ramsey, R.P.1
Sohi, R.S.2
-
40
-
-
0001687939
-
A theory of therapy, personality and interpersonal relationships as developed in the client-centered framework
-
S. Koch (Ed.). New York: McGraw-Hill
-
Rogers, C. F. (1959). A theory of therapy, personality and interpersonal relationships as developed in the client-centered framework. In S. Koch (Ed.), Psychology: A study of a science (3rd ed., pp. 184-256). New York: McGraw-Hill.
-
(1959)
Psychology: A Study of a Science 3rd Ed.
, pp. 184-256
-
-
Rogers, C.F.1
-
41
-
-
0002373795
-
Adaptive selling conceptualization, measurement, and nomological validity
-
Spiro, R., & Weitz, B. A. (1990). Adaptive selling conceptualization, measurement, and nomological validity. Journal of Marketing Research, 27, 61-69.
-
(1990)
Journal of Marketing Research
, vol.27
, pp. 61-69
-
-
Spiro, R.1
Weitz, B.A.2
-
43
-
-
0039113773
-
-
Reading, MA: Addison-Wesley Publishing Company
-
Steil, L. K., Barker, L. L., & Watson, K. W. (1983). Effective listening: Key to success. Reading, MA: Addison-Wesley Publishing Company.
-
(1983)
Effective Listening: Key to Success
-
-
Steil, L.K.1
Barker, L.L.2
Watson, K.W.3
-
44
-
-
33244455363
-
Learning to listen, learning to hear: A training approach
-
C. Birgit (Ed.). Florence, KY: Taylor, Frances/Routledge
-
Toller, P. (1999). Learning to listen, learning to hear: A training approach. In C. Birgit (Ed.), Time to listen to children: Personal and professional communication (pp. 48-61). Florence, KY: Taylor, Frances/Routledge.
-
(1999)
Time to Listen to Children: Personal and Professional Communication
, pp. 48-61
-
-
Toller, P.1
-
45
-
-
0347474046
-
-
New York: Simon and Schuster
-
Tracy, B. (1993). Maximum achievement. New York: Simon and Schuster.
-
(1993)
Maximum Achievement
-
-
Tracy, B.1
-
46
-
-
22644451283
-
Personal selling and sales management: A relationship marketing perspective
-
Weitz, B., & Bradford, K. (1999). Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science, 27, 251-263.
-
(1999)
Journal of the Academy of Marketing Science
, vol.27
, pp. 251-263
-
-
Weitz, B.1
Bradford, K.2
-
47
-
-
85009576653
-
Exploring salespersons' customer orientation as a mediator of organizational culture's influence on buyer-seller relationships
-
Williams, M. R., & Attaway, J. S. (1996). Exploring salespersons' customer orientation as a mediator of organizational culture's influence on buyer-seller relationships. Journal of Personal Selling and Sales Management, 16, 33-52.
-
(1996)
Journal of Personal Selling and Sales Management
, vol.16
, pp. 33-52
-
-
Williams, M.R.1
Attaway, J.S.2
|