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SATIŞ ELEMANLARININ HATALI BİLGİ AKTARIMI

Year 1996, Volume: 1 Issue: 4, 81 - 98, 10.01.1996
https://doi.org/10.14783/maruoneri.710688

Abstract

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.

References

  • [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.
Year 1996, Volume: 1 Issue: 4, 81 - 98, 10.01.1996
https://doi.org/10.14783/maruoneri.710688

Abstract

References

  • [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.
There are 8 citations in total.

Details

Primary Language Turkish
Journal Section Eski Sayılar
Authors

Aypar Uslu This is me

Publication Date January 10, 1996
Published in Issue Year 1996 Volume: 1 Issue: 4

Cite

APA Uslu, A. (1996). SATIŞ ELEMANLARININ HATALI BİLGİ AKTARIMI. Öneri Dergisi, 1(4), 81-98. https://doi.org/10.14783/maruoneri.710688

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Öneri

Marmara UniversityInstitute of Social Sciences

Göztepe Kampüsü Enstitüler Binası Kat:5 34722  Kadıköy/İstanbul

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