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A New Classification of Sales Resistance - Classifying sales resistance enables salespeople to better gain buyers' commitments
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 28 (1999) 1, pp. 109
Persistent link: https://www.econbiz.de/10006301393
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Using Buyer's Information Processing to Formulate Selling Strategies - Determining the buyer's mode of information processing increases selling effectiveness
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 28 (1999) 1, pp. 99-108
Persistent link: https://www.econbiz.de/10006301394
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A New Classification of Sales Resistance - Classifying sales resistance enables salespeople to better gain buyers' commitments
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 19990, pp. 109
Persistent link: https://www.econbiz.de/10006359109
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Using Buyer's Information Processing to Formulate Selling Strategies - Determining the buyer's mode of information processing increases selling effectiveness
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 19990, pp. 99-108
Persistent link: https://www.econbiz.de/10006359110
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A conceptual approach to classifying sports fans
Hunt, Kenneth A.; Bristol, Terry; Bashaw, R.Edward - In: The journal of services marketing 13 (1999) 6, pp. 439-452
Persistent link: https://www.econbiz.de/10007120369
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On Recontextualising Sales Resistance - A Defense of Information Processing-Based Classifications
Hunt, Kenneth A.; Bashaw, R.Edward - In: Industrial marketing management : the international … 30 (2001) 8, pp. 645-650
Persistent link: https://www.econbiz.de/10006272332