... at: rappa@ohio.edu 05 04 2023 13 08 2023 09 10 2023 10 10 2023 © Emerald Publishing Limited 2023 Emerald Publishing Limited Licensed re-use rights only Personal selling Sales management Service-dominant logic Service ecosystems Theory development Sales...

... reviews received in a real-world setting. Sales Facial recognition technology Personal selling Babyface Service Online reviews eWOM The online presence of a salesperson’s facial information provides consumers with cues to form first impressions of the person, including his/her credibility...

... (i.e. ambidextrous) as evidence indicates significant profitability gains when doing so (DeCarlo and Lam, 2016 ; Johnson and Selnes, 2004 ; Nijssen et al., 2017). Ambidexterity Industrial Job satisfaction Personal selling Regulatory focus © Emerald Publishing Limited 2021...

... Sales management Control systems Job satisfaction Sales performance Personal selling Outcome controls Inside sales Sales management culture Autonomous motivation Operational outcome controls As the introduction of activity and capability controls by Challagalla and Shervani (1996...

... at: Harmen.Oppewal@monash.edu 08 02 2015 24 11 2015 15 10 2016 16 01 2017 11 04 2017 © Emerald Publishing Limited 2017 Emerald Publishing Limited Licensed re-use rights only China Consumer behaviour Cognition Cross-cultural studies Social groups Personal selling...

... the resale reference price of a possessed product that is the same type as the desired new product, the greater the purchase intention for the new product. © Emerald Group Publishing Limited 2013 Consumer behaviour Internet E-commerce Personal selling Scholars investigate how...

...Richard E. Plank; Joel N. Greene Proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm, originally formulated in clinical psychology by George Kelly. Explains how personal construct psychology...

... to test the US theories have been sales personnel in the USA. Assesses the appropriateness of administering personal selling measures to sales personnel outside the country/culture where the measures were developed. Investigates two paradigms of measurement transport: emic (culture specific) and etic...

...Thomas R. Wotruba Highlights two major directions in the character of the personal selling function — the first is the increasing professional nature of industrial selling, the second is growing managerial orientation within selling. Notes the selling process is evolving and broadening in ways...

...Peter Hammann The strength of personal selling lies in the fact that it allows for communicative interchange, a process more subtle but, at the same time, more hazardous than classical methods such as advertising, which rely on one‐way communication. In terms of efficiency, communicative...