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Full-Text Articles in Sales and Merchandising
The Buying Center Concept: Fact Or Fiction?, W. Johnston, Daniel Mcquiston
The Buying Center Concept: Fact Or Fiction?, W. Johnston, Daniel Mcquiston
Daniel H. McQuiston
Focuses on the significance of organizational buying behavior. Importance of purchase decision; Factors affecting collective behavior and performance; Interaction of socioeconomic field.
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Daniel H. McQuiston
As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. 1his paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Daniel H. McQuiston
As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. 1his paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Daniel H. McQuiston
As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. 1his paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Daniel H. McQuiston
As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. 1his paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Daniel H. McQuiston
As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. 1his paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris
Daniel H. McQuiston
As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. 1his paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.
An Empirical Investigation Of The Evaluative Criteria Of Industrial Buyers, Daniel H. Mcquiston, Rockney G. Walters
An Empirical Investigation Of The Evaluative Criteria Of Industrial Buyers, Daniel H. Mcquiston, Rockney G. Walters
Daniel H. McQuiston
A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.
The Effect Of Perceived Personal Consequences On Participation And Influence In Organizational Buying, Daniel Mcquiston, Peter Dickson
The Effect Of Perceived Personal Consequences On Participation And Influence In Organizational Buying, Daniel Mcquiston, Peter Dickson
Daniel H. McQuiston
A potential explanation for the amount of individual participation and influence in an industrial purchase decision is whether or not the participant expects any personal repercussions to result from the decision outcome. Justified by a script theory extension of the reward/measurement model, the above proposition was tested and supported using a LISREL model fitted to the responses of executives who participated in the purchase of a specialized item of capital equipment.