... training program? Do college sales courses prepare students for the sales profession? Would emotional intelligence training benefit the sales profession? © Emerald Group Publishing Limited 2004 Psychology Sales force Surveys United States of America There are a number...

... to establish in the literature. Consideration of IMC seems unpromising unless the concept itself can be grounded within a psychological perspective of consumer cognition. This paper is an attempt to conceptually explore these concerns. The paper commences with a discussion of broad issues facing contemporary...

... of social psychology, applied psychology and marketing are reviewed and a programme of research was carried out, comprising an Omnibus to measure the extent of telemarketing experience in the UK population and a study among organisations with in‐house telemarketing facilities to explore the types...

...Richard Elliott Focuses on discourse analysis, a recent development in social psychological methodology, concerned with how language is used to construct accounts of the social world which are used intentionally in attempts at persuasion and legitimization. Views language as the site...