Using buyer's information processing to formulate selling strategies

Article Abstract:

This article introduces information processing theory to the sales literature. Specifically, this article presents piecemeal and category-based information processing as the two possible methods a buyer may use to process information during a sales presentation. Schema is introduced as containing all processed information within the buyer's category. The article develops different strategies to be used by the salesperson based on whether the buyer's schema is positive, negative or neutral. Finally, the article illustrates the importance of determining the target of the buyer's schema. Specifically, a discussion is presented concerning the impact on the buying strategy if the buyer's schema targets the seller's product, company, or the salesperson themselves. (Reprinted by permission of the publisher.)

Psychological aspects, Methods, Analysis, Consumer behavior, Selling, Human information processing, Sales personnel, Salespeople

---

Political activities in the global industrial marketplace

Article Abstract:

International industrial firms need to become politically aware and proactive. Research shows industrial service firms tend to face more political impediments than industrial goods firms, and that service firms become politically engaged in different way from those used by industrial goods firms.

Trade Barriers, International aspects, Political aspects, International economic relations, Industry, Industries, Nontariff trade barriers

---

Conceptualizing and isolating Cultural Differences in perfromance Data in International high tech industrial markets

Article Abstract:

Research into the effects of cultural differences on customer survey data is researched and analyzed. This article shows that cultural differences do in fact effect international performance measurement.

Technology & Information, Research, High technology industry, Customer service, Multiculturalism

Similar abstracts:

• Abstracts: Driving international deals. Building a solid structure. Carlyle united for Northern exposure
• Abstracts: Victory at a price. The blame game begins. Poor grades for Al and George
• Abstracts: Designs on Europe's knickers: Sara Lee. Where's the Michelin woman? Ambivalent
• Abstracts: Knowing who's Bosch. Hunting the snark. Waiting for the new economy
• Abstracts: How Hong Kong can change China. Intimations of mortality

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.