Effectiveness in Sales Interactions: A Contingency Framework

Power-Dependence Relations

1962 • 5,943 citations

The bases of social power.

1959 • 4,745 citations

Self-monitoring of expressive behavior.

1974 • 3,364 citations

Leadership and Decision-Making

1973 • 2,376 citations

Scripts in memory for text

1979 • 1,595 citations

Organizational Conflict: Concepts and Models

1967 • 1,333 citations

The Social Psychology of Bargaining and Negotiation

1975 • 1,192 citations

Industrial buying and creative marketing

1967 • 1,013 citations

Prototypes in Person Perception

1979 • 880 citations

Problems with the use of "moderator" variables.

1971 • 575 citations

Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

1977 • 555 citations

Power strategies in intimate relationships.

1980 • 446 citations

Similarity, credibility, and attitude change: A review and a theory.

1970 • 410 citations

Testing for Interaction in Multiple Regression

1977 • 372 citations

Leadership and Effective Management.

1974 • 368 citations

Communicator-recipient similarity and decision change.

1965 • 348 citations

THE VALIDITY OF APTITUDE TESTS IN PERSONNEL SELECTION

1973 • 346 citations

Selling as a Dyadic Relationship – A New Approach

1963 • 323 citations

Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors

1978 • 317 citations

Relationship between Salesperson Performance and Understanding of Customer Decision Making

1978 • 316 citations

An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad

1976 • 270 citations

Multidimensional scaling of power strategies.

1977 • 255 citations

The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior

1974 • 239 citations

Interorganizational Relations In Marketing Channels

1979 • 235 citations

Influence tactics in buyer — seller processes

1976 • 173 citations

Identifying Successful Industrial Salesmen by Personality and Personal Characteristics

1977 • 133 citations

Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants

1979 • 128 citations

Social psychology: People in groups

1976 • 82 citations

Personality and ability factors in sales performance.

1962 • 71 citations

An Attitudinal Framework for Advertising Strategy

1972 • 66 citations

Customer–Salesman Interaction in Appliance Retailing

1973 • 65 citations

A New Approach to the Scientific Selection of Successful Salesmen

1964 • 51 citations

The Unsold Prospect: Dyadic and Attitudinal Determinants

1977 • 49 citations

Concentration by Salesmen on Congenial Prospects

1964 • 46 citations

Predictive value of the Empathy Test in automobile salesmanship.

1952 • 37 citations

Prediction of sales success from factorially determined dimensions of personal background data.

1968 • 37 citations

The Underestimated Potential of the Canned Sales Presentation

1975 • 36 citations

An Evaluation of Department Store Salespeople by the Interaction Chronograph

1947 • 30 citations

Psychological test differences between industrial salesmen and retail salesmen.

1960 • 29 citations

The predictive efficiency of temperament characteristics and personal history variables in determining success of life insurance agents.

1959 • 27 citations

A note on the relationship between age and sales effectiveness.

1960 • 26 citations

Effects of choice and sales message on customer-salesman interaction.

1967 • 25 citations

Correlates of Success in Retail Selling

1960 • 25 citations

The Underestimated Potential of the Canned Sales Presentation

1975 • 22 citations

Prediction of department store sales performance from personal data.

1952 • 22 citations

The graphoanalytic approach to selecting life insurance salesmen.

1967 • 20 citations

Dyadic Interaction: an Exchange Process

1976 • 20 citations

Personality and Performance-Satisfaction of Industrial Salesmen

1971 • 19 citations

Pattern analysis of biographical predictors of success as an insurance salesman.

1969 • 19 citations

PREDICTION OF SUCCESS OF STOCKBROKERS

1969 • 18 citations

Factors in sales success.

1957 • 17 citations

The successful salesman: a personality analysis

1968 • 17 citations

Persuasive effects of sales messages developed from interaction process analysis.

1975 • 17 citations

Selling: A Managerial and Behavioral Science Analysis

1974 • 17 citations

Self-Other Orientations among Salesmen and Nonsalesmen

1973 • 16 citations

The Relation of Test Scores To Sales Criteria¹

1960 • 13 citations

The Effectiveness of Various Modes of Sales Behavior in Different Markets

1975 • 7 citations

Comments on “The Underestimated Potential of the Canned Sales Presentation”

1976 • 4 citations

Comments on "The Underestimated Potential of the Canned Sales Presentation"

1976 • 4 citations