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SATIŞ ELEMANLARININ HATALI BİLGİ AKTARIMI

Yıl 1996, , 81 - 98, 10.01.1996
https://doi.org/10.14783/maruoneri.710688

Öz

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.

Kaynakça

  • [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.
Toplam 8 adet kaynakça vardır.

Ayrıntılar

Birincil Dil Türkçe
Bölüm Eski Sayılar
Yazarlar

Aypar Uslu Bu kişi benim

Yayımlanma Tarihi 10 Ocak 1996
Yayımlandığı Sayı Yıl 1996

Kaynak Göster

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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