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A OVERVIEW OF THE ISTEA SALES PROCESS
B THE IMPRESSION FORMATION ACTIVITY
THE STRATEGY FORMULATION ACTIVITY
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ability measures active information processing Ahtola applications assessed attitude belief about relative belief accuracy change belief change importance choice decision considered correlation cosine customer i's customer's choice space customer's importance weights customer's relative dependent variable differential accuracy dyads easy to change effective electronic test equipment factor formation and strategy Hewlett-Packard hypotheses impression accuracy impression formation ability indicate individual information processing task Instrument Rental interaction l00 MHz NCBC null hypothesis oscilloscope overall perception person principal component analysis product dimensions purchase questionnaires ratio scales relationship relative brand beliefs relative evaluation relative performance rental company responses retail sales manager sales performance salesman performance salesman's impression salesman's stereotype scale selection significant significantly specific stereotype accuracy strategic objectives strategy formulation ability sure about importance sure about relative tance weights TEK 465A better Tektronix tion tomer USIR salesmen variables weights and brand