A contingency approach to the effectiveness of agenda sales strategies
This dissertation investigated the effect of agenda presentations on selling effectiveness. In this context, agendas were salesperson-suggested constraints on the order of selecting or eliminating choice alternatives. A conceptual model compatible with Weitz's Contingency Model of Salesperson E...
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| Format: | Others |
| Language: | en |
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Virginia Tech
2014
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| Online Access: | http://hdl.handle.net/10919/40284 http://scholar.lib.vt.edu/theses/available/etd-11082006-133626/ |