Selling strategies: the effects of suggesting a decision structure to novice and expert buyers
Article Abstract:
Research into two selling strategies, an agenda strategy that elucidates the shortcomings of a competitors products and a more conventional strategy focused on the positive benefits of the seller's product, is presented. Research results indicate that a salesperson's success is affected by their sales strategy.
Publisher: Sage Publications, Inc.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2001
Marketing, Decision-making, Decision making, Selling
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2001
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Marketing Implementation in Smaller Organizations: Definition, Framework, and Propositional Inventory
Article Abstract:
Marketing management research as pertains to smaller industrial organizations has yet to develop practical paradigms for managers. A framework for stimulating theoretical development and paradigms for future research are presented.
Publisher: Sage Publications, Inc.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2001
Marketing management, Organizational research, Entrepreneurship
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2001
User Contributions:
Comment about this article or add new information about this topic:
Subjects list: Research, United States, Analysis, Marketing research, Market research
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