Salesperson Communication Style: The Neglected Dimension in Sales Performance
作者： P. A. Dion , E. M. Notarantonio
DOI: 10.1177/002194369202900104
关键词:
摘要: This article reports two studies which investigated the relationship between com munication style variables and sales performance. Norton's (1978) communication construct was used as a guiding framework. Study 1 examined 74 real estate agents' self-reports of style, performance general prac tices they used. The precise dimension found to be strongly associated with effective in organization. 2 ex perimentally tested whether different combinations friendly sub- constructs affect Four groups students viewed videotapes interaction experimental findings confirmed those obtained field study.
sagepub.com
core.ac.uk
sci-hub.se 参考文章(17)
Orville C. Walker, Neil M. Ford, Gilbert A. Churchill, Sales Force Management ,(1992)
Robert W. Norton, Loyd S. Pettegrew, Communicator Style as an Effect Determinant of Attraction Communication Research. ,vol. 4, pp. 257- 282 ,(1977) , 10.1177/009365027700400302
E. M. Notarantonio, J. L. Cohen, The Effects of Open and Dominant Communication Styles on Perceptions of the Sales Interaction. Journal of Business Communication. ,vol. 27, pp. 171- 184 ,(1990) , 10.1177/002194369002700204
Constance Courtney Staley, Jerry L. Cohen, Communicator Style and Social Style: Similarities and Differences between the Sexes. Communication Quarterly. ,vol. 36, pp. 192- 202 ,(1988) , 10.1080/01463378809369722
Kaylene C. Williams, Rosann L. Spiro, Communication Style in the Salesperson- Customer Dyad Journal of Marketing Research. ,vol. 22, pp. 434- 442 ,(1985) , 10.1177/002224378502200408
R. Wayne Pace, Oral communication and sales effectiveness. Journal of Applied Psychology. ,vol. 46, pp. 321- 324 ,(1962) , 10.1037/H0043815
Gilbert A. Churchill, Neil M. Ford, Steven W. Hartley, Orville C. Walker, The determinants of salesperson performance: A meta-analysis. Journal of Marketing Research. ,vol. 22, pp. 103- 118 ,(1985) , 10.2307/3151357
Richard E. Petty, John T. Cacioppo, Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses. Journal of Personality and Social Psychology. ,vol. 37, pp. 1915- 1926 ,(1979) , 10.1037/0022-3514.37.10.1915
Barton A. Weitz, Harish Sujan, Mita Sujan, Knowledge, motivation, and adaptive behavior : a framework for improving selling effectiveness Journal of Marketing. ,vol. 50, pp. 174- 191 ,(1986) , 10.2307/1251294
Douglas P. Crowne, David Marlowe, A new scale of social desirability independent of psychopathology. Journal of Consulting Psychology. ,vol. 24, pp. 349- 354 ,(1960) , 10.1037/H0047358