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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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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
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Shopping with friends and teens' susceptibility to peer influence
Mangleburg, Tamara F.; Doney, Patricia M.; Bristol, Terry - In: Journal of retailing 80 (2004) 2, pp. 101-116
Persistent link: https://www.econbiz.de/10006609652
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The effects of interaction on consumers' attitudes in focus groups
Bristol, Terry; Fern, Edward F. - In: Psychology & marketing 20 (2003) 5, pp. 433-454
Persistent link: https://www.econbiz.de/10006968439
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Research Productivity in the Journal of Business Research
Knight, Gary A.; Hult, G.Tomas M.; Bashaw, R.Edward - In: Journal of business research : JBR 49 (2000) 3, pp. 303-314
Persistent link: https://www.econbiz.de/10006728035
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Exploring the atmosphere created by focus group interviews: Comparing consumers' feelings across qualitative techniques
Bristol, Terry; Fern, Edward F. - In: Journal of the Market Research Society : JMRS 38 (1996) 2, pp. 185-196
Persistent link: https://www.econbiz.de/10006704652
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ARTICLES - Socialization and Adolescents' Skepticism-Toward Advertising
Mangleburg, Tamara F.; Bristol, Terry - In: Journal of advertising : official publication of the … 27 (1998) 3, pp. 11-22
Persistent link: https://www.econbiz.de/10008121518