While the effect of communication apprehension on a multitude of psychological and performance variables has been studied in many other disciplines, it has not been extensively examined by sales researchers. This article considers communication in the sales transaction from the perspective of...

Considers the relationship between the perceived quality of discussion within a group and that group′s performance on a marketing decision‐making game. Reviews the relevant literature and discusses an instrument for the measuring of perceived quality of discussion within a decision‐making...

Little research has been done on the impact of realistic job information on the salesperson′s decision to terminate a sales position. Using propensity to leave as a surrogate for salesforce turnover, presents the results of an investigative study of realistic job information in sales...

Little research has been done on the impact of social decision schemes on group process variables. Green and Taber created a self‐report scale to provide five measures of the group process. These measures deal with the descriptions of an individual’s behaviour as well as others’ behaviour...

Decision styles and Machiavellianism were studied among four groups of managers in pharmaceutical companies. Using a Decision Styles Inventory, directive, analytic, conceptual and behavioural decision styles were studied, each representing a different combination of cognitive complexity and...