P-ISSN 1534-973X
E-ISSN 2329-9762
Vol. 21, Issue 1, 2011January 01, 2011 CDT
The Consequences of Open Versus Closed Influence Strategies of Salespeople in a Developing Economy
The Consequences of Open Versus Closed Influence Strategies of Salespeople in a Developing Economy
SUBHRA CHAKRABARTY, GENE BROWN, ROBERT E. WIDING,
Articles in Vol. 21, Issue 1, 2011
Vol. 21, Issue 1, 2011
- Customer Response Models: What Data Predicts Best, Hard or Soft?WILLIAM J. HAUSERLINDA ORRTERRY DAUGHERTY
- Eat With Your Eyes: Package Color Influences the Expectation of Food Taste and Healthiness Moderated by External EatingBOB WUPHILIP TITUSSTEPHEN J. NEWELLSUSAN PETROSHIUS
- Artificial Emotions Among Salespeople: Understanding the Impact of Surface ActingWILLIAM C. MARTINBRIAN T. ENGELLANDJOEL E. COLLIER
- Gender as a Moderator of Role Model Influence and Adolescents’ Consumer-Related Behavioral IntentionsKIRBY L.J. SHANNAHANRACHELLE J. SHANNAHANALAN J. BUSHRICHARD A. ROCCO
- Examining the Relationship Between Star Player Characteristics and Brand Equity in Professional Sport TeamsROBERT M. PETERSONMICHAEL RODRIGUEZVIJAYKUMAR KRISHNAN
- Advertising Interference: Factors Affecting Attention to Super Bowl Advertisements and Their EffectivenessJULIE FITZMAURICE
- Product Expertise: A Moderator of Information Search in Sequential ChoicePETER J. BOYLEGAD SAAD
- Dimensions of Trust and Trustworthiness in Retail Banking: Evidence From IndiaSANJIT KUMAR ROYABDOLREZA ESHGHIVAIBHAV SHEKHAR
- A Framework for Identifying Factors That Influence Fine Art Valuations From Artist to ConsumersKIMBALL P. MARSHALLPJ FORREST
- Global Product Strategy: A Longitudinal Multi-Country Product Attribute StudyBRUCE D. KEILLORJAMES KOHUTDONNA M. WALSHDOUGLASS HAUSKNECHT
- Dissimilar New Product Pace: Product Contingency EffectsBING XUROBIN T. PETERSONGERALD M. HAMPTONYAM B. LIMBU
- Cognitive Load and Syntactic Complexity of Printed Advertisements: Effects on Consumers’ AttitudesHAERAN JAE
- Train Your Salespeople to Be Skilled Actors: A Mantra for SuccessSHAHEEN BORNADHEERAJ SHARMA
- The Consequences of Open Versus Closed Influence Strategies of Salespeople in a Developing EconomySUBHRA CHAKRABARTYGENE BROWNROBERT E. WIDING
- Sociological Factors Influencing High-Risk Physical Activities Among Adults: A Conceptual AnalysisKARIN BRAUNSBERGERPHILIP J. TROCCHIA
- The Effect of Self-Construals on the Effectiveness of Comparative AdvertisingLIN ZHANGMELISSA MOOREROBERT MOORE
- Beyond Satisfaction: Engaging Students and Faculty in a Romanian Business SchoolSEBASTIAN A. VADUVAIOAN S. FOTEAMIHAI CORCEAMARIANA LAZAR
- Cultural Diversity as an Element of the University Campus Environment: Does It Matter to Today’s Students?JOANN ASQUITHDENNIS BRISTOWKENNETH SCHNEIDERAFSANEH NAHAVANDIDOUGLAS AMYX
- Managing Academic Advising Services Quality: Understanding and Meeting Needs and Expectations of Different Student SegmentsJUNYONG KIMLORI FELDMAN
CHAKRABARTY, S., BROWN, G., & WIDING, R. E. (2011). The consequences of open versus closed influence strategies of salespeople in a developing economy. Marketing Management Journal, 21(1), 169–179. https://doi.org/10.63963/001c.151008