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AGREE DISAGREE STRONGLY AGREE STRONGLY Analysis of Variance APPENDIX approach behavior Blistex Buyer agrees buyer and seller Capon and Swasy communications modes company reputation influence correlation descriptive statistics expert influence F statistic factor analysis factor scores final survey French and Raven hypotheses hypothesis testing impression management influ influence attempt influence scales influence strategies influence types information influence ingra ingratiation main effects mark the scale measure NAGMR survey perceived risk Perreault 1978 personal relationship personal selling power base present REGRESSION RESULTS Residual Variance responses 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 STRONGLY AGREE DISAGREE survey of buyers target techniques Telling the buyer tion typology UCLA weight Beta