東華大學圖書館 |

Language: English

Help

回圖書館首頁

手機版館藏查詢

Back

Switch To: Labeled | MARC Mode | ISBD

Linking social styles to the selling...

Rich, Michael Kaar.

Linked to FindBook

Google Book

Amazon

博客來

Linking social styles to the selling environment: A framework for identifying effective interpersonal skills of prospective salespeople.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Linking social styles to the selling environment: A framework for identifying effective interpersonal skills of prospective salespeople./
Author:	Rich, Michael Kaar.
Description:	74 p.
Notes:	Source: Dissertation Abstracts International, Volume: 57-12, Section: A, page: 5228.
Contained By:	Dissertation Abstracts International57-12A.
Subject:	Business Administration, Marketing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=9715471
ISBN:	0591233215

Linking social styles to the selling environment: A framework for identifying effective interpersonal skills of prospective salespeople.
Rich, Michael Kaar.

Linking social styles to the selling environment: A framework for identifying effective interpersonal skills of prospective salespeople. - 74 p.

Source: Dissertation Abstracts International, Volume: 57-12, Section: A, page: 5228.

Thesis (Ph.D.)--University of Pittsburgh, 1996.

In recent years, marketing theory and practice related to personal selling has evolved from treating the activity as a discrete event (transaction marketing) to recognizing the power associated with developing long-term interactions (relationship marketing). The sales and marketing literature is replete with studies related to establishing, developing, and maintaining buyer-seller relationships. Some of these efforts have suggested the need for the salesperson to adapt to the buyer in order to enhance the relationship. Little has been studied related to unique personal behavior characteristics possessed by the seller and buyer that could either inhibit or enhance a salesperson's adaptive behavior. The first step in this research stream would be to understand factors that affect an individual's ability to identify these unique characteristics. This study is an initial examination of behavior typically exhibited during a selling dialogue using the social styles matrix--a widely understood and accepted framework. The social styles matrix is formed by combining two characteristics found in all people, their level of assertiveness and responsiveness. The combination of these characteristics forms four unique social styles; high assertive/high responsive (expressive), high assertive/low responsive (driver), low assertive/high responsive (amiable), and low assertive/low responsive (analytical).

ISBN: 0591233215Subjects--Topical Terms:

1017573
Business Administration, Marketing.

Linking social styles to the selling environment: A framework for identifying effective interpersonal skills of prospective salespeople.
LDR:03552nmm 2200313 4500 001 1814518
005 20060601074927.5
008 130610s1996 eng d
020 $a 0591233215
035 $a (UnM)AAI9715471
035 $a AAI9715471
040 $a UnM $c UnM
100 1 $a Rich, Michael Kaar. $3 1903982
245 1 0 $a Linking social styles to the selling environment: A framework for identifying effective interpersonal skills of prospective salespeople.
300 $a 74 p.
500 $a Source: Dissertation Abstracts International, Volume: 57-12, Section: A, page: 5228.
502 $a Thesis (Ph.D.)--University of Pittsburgh, 1996.
520 $a In recent years, marketing theory and practice related to personal selling has evolved from treating the activity as a discrete event (transaction marketing) to recognizing the power associated with developing long-term interactions (relationship marketing). The sales and marketing literature is replete with studies related to establishing, developing, and maintaining buyer-seller relationships. Some of these efforts have suggested the need for the salesperson to adapt to the buyer in order to enhance the relationship. Little has been studied related to unique personal behavior characteristics possessed by the seller and buyer that could either inhibit or enhance a salesperson's adaptive behavior. The first step in this research stream would be to understand factors that affect an individual's ability to identify these unique characteristics. This study is an initial examination of behavior typically exhibited during a selling dialogue using the social styles matrix--a widely understood and accepted framework. The social styles matrix is formed by combining two characteristics found in all people, their level of assertiveness and responsiveness. The combination of these characteristics forms four unique social styles; high assertive/high responsive (expressive), high assertive/low responsive (driver), low assertive/high responsive (amiable), and low assertive/low responsive (analytical).
520 $a In the study, the social style of subjects was established and their identification skills concerning the social styles of others was determined in an experimental setting, certain relationships were found. In an experiment, subjects observed four video segments, each depicting one of the social styles. When observing the two tape segments of individuals demonstrating high assertiveness, subjects were more capable of identifying the corresponding level of responsiveness. Conversely, when the observed assertiveness was low, the subjects tended to perceive the responsiveness as low, thus being correct for the low assertive/low responsive but incorrectly identifying the responsiveness of the low assertive/high responsive. With the high assertive tape segments, the subjects with high responsiveness were significantly more capable of correct identification. In addition, females demonstrated greater identification skills when possessing greater levels of the responsive characteristic than males with the same level of responsiveness.
520 $a The results of this research should be valuable to sales managers attempting to improve their hiring criteria for specific selling situations.
590 $a School code: 0178.
650 4 $a Business Administration, Marketing. $3 1017573
650 4 $a Business Administration, Management. $3 626628
650 4 $a Psychology, Social. $3 529430
650 4 $a Psychology, Personality. $3 1017585
650 4 $a Psychology, Industrial. $3 520063
690 $a 0338
690 $a 0454
690 $a 0451
690 $a 0625
690 $a 0624
710 2 0 $a University of Pittsburgh. $3 958527
773 0 $t Dissertation Abstracts International $g 57-12A.
790 $a 0178
791 $a Ph.D.
792 $a 1996
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=9715471