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Journals / Öneri Dergisi / 1996 / Cilt: 1 - Sayı: 4

SATIŞ ELEMANLARININ HATALI BİLGİ AKTARIMI

Aypar USLU
Pages
81–98
Publication Date
1996-01-10
DOI
—
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AI Summary & Key Takeaways

AI Insight
⚡ TL;DR(Too Long; Didn't Read)

Possible sources of the provision of missing formation were kypothesized, induding characteristics of the salespeople themselves and perceived characteristics of management He mis discovered that personal characteristics such as attiîudes and goals are related to the prcrvision of missingfonnation.

📌 3 Key Takeaways

🎯
Objective & Hypothesis:A small scale study uus conducted loofdng at the provision of misinformation by salespeople.
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Key Findings & Data:A small scale study uus conducted loofdng at the provision of misinformation by salespeople.
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Conclusion & Impact:Possible sources of the provision of missing formation were kypothesized, induding characteristics of the salespeople themselves and perceived characteristics of management He mis discovered that personal characteristics such as attiîudes and goals are related to the prcrvision of missingfonnation.
🔬Design:Research Article
📍Scope:Comprehensive Sample
⚙️Variables:Satış Elemanı · Hatalı Bilgi

Özet

A small scale study uus conducted loofdng at the provision of misinformation by salespeople. Possible sources of the provision of missing formation were kypothesized, induding characteristics of the salespeople themselves and perceived characteristics of management He mis discovered that personal characteristics such as attiîudes and goals are related to the prcrvision of missingfonnation.

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Cite This Article

USLU, A. (1996). SATIŞ ELEMANLARININ HATALI BİLGİ AKTARIMI. Öneri Dergisi, Cilt: 1 - Sayı: 4, 81–98. https://ajindex.com/articles/36604

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References (1)

  1. Westbrook, Robert Aand Claes Fomell (1979), “Patterns of Information Source Usage Among Durable Goods Buyers”, Journal of Marketing Research, 16 (August), 303-312. [2] - Olshavsky, Richard W, (1973), “Customer-Salesman Interaction in Appliance Retailing “, Journal of Marketing Resarch, 10 (May), 208-212. [3] - Kohli, Ajay K.(1989), “Effects of Supervisory Behavior: The Role of Individual Differences Among Sales-people,” Jouınal of Marketing, 53,4 (Octöber), 40-50. [4] - Leigh, Thomas W.and Patrick F.Mc Gravv (1989), “Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script Theoretic Investingatron, “Journal of Marketing, 53,1 (Januaıy), 16-34. [5] - Bagozzi, Richard Pl. (1978), “Sales ferce Performance and Satisfaction as a Function of ındividual Differences, Interpersonal and Situaîion Factors,” Journal of Marketing Research, 15 (November), 517- 531. [6] - Churchill, Gilbert A. (1979), “A Paradigm for Developing Better Measures of Marketing Canstructs”, Januaıy of Marketing Research, 16 (Fehruaıy), 64-73. [7j- Dubinsky, Alan J. and Bnıce E. Maltsan (1979), “Consequences of Role Salespeople,” Journal of Retailing, 55 (VVİrtter), 70-86. [8]- Ridg\vay, Nancy, Scott A. Dawson (1982), Misinformation Provided by Retail Sales people: An Overlooked Aspect of The Infoımation Environment Ameıican Marketing Association (Summer), 168-175.