An Analysis of Influence Strategies and Situational Characteristics in Selling Performance |
Common terms and phrases
Adjusted R2 Analysis of Variance ANGELES THE LIBRARY ANGELES THE UNIVERSIT APPENDIX approach behavior Blistex Buyer agrees buyer and seller buyer's company CALIFORN Capon and Swasy communications modes company reputation influence descriptive statistics expert influence F statistic factor analysis factor scores final survey French and Raven hypotheses hypothesis testing influ influence attempt influence scales influence strategies influence types information influence ingra ingratiation mark the scale measure NAGMR SURVEY perceived risk Perreault 1978 personal relationship personal selling potential power base present purchase decision REGRESSION RESULTS responses rewards risk perceived sales call sales outcomes sales performance scale items seller's resources seller's survey selling situation significant Similarity Influence situational categories situational characteristics situational items situational scales social exchange theory social power source's Spiro and Perreault SPSS statements stores or accounts SUCCESS TABLE target techniques Telling the buyer tion typology UCLA UNIVERS UNIVERSITY LOS ANGELES weight Beta