Relationship between Salesperson Performance and Understanding of Customer Decision Making

Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research

1975 • 35,468 citations

Advances In Experimental Social Psychology

2022 • 21,549 citations

Utility Theory for Decision Making

1971 • 2,572 citations

Marketing Management: Analysis, Planning and Control

1973 • 2,497 citations

Linear models in decision making.

1974 • 1,885 citations

Compliance without pressure: The foot-in-the-door technique.

1966 • 1,542 citations

THE VALIDITY OF APTITUDE TESTS IN PERSONNEL SELECTION

1973 • 346 citations

Selling as a Dyadic Relationship – A New Approach

1963 • 323 citations

Changing Brand Attitudes Through Modification of Cognitive Structure

1975 • 306 citations

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

1977 • 255 citations

An Attitude Model for the Study of Brand Preference

1972 • 208 citations

A Comparative Analysis of Attitudinal Predictions of Brand Preference

1973 • 141 citations

Buyer/Consumer Information Processing

1976 • 135 citations

An Attitudinal Framework for Advertising Strategy

1972 • 66 citations

An Analytical Approach for Evaluating Sales Territory Performance

1972 • 64 citations

Television Show Preference: Application of a Choice Model

1971 • 50 citations

Sales Response as a Function of Territorial Potential and Sales Representative Workload

1975 • 46 citations

Interpersonal behavior as influenced by accuracy of social perception.

1955 • 45 citations

Use of Consumer Judgment Models in Promotion Planning

1973 • 23 citations

The Prediction of Preference for Capital Equipment Using Linear Attitude Models

1974 • 14 citations

Successful marketing strategies in American industry

1972 • 12 citations

Inequality in Products, Orders, Customers, Salesmen, and Sales Territories

1962 • 10 citations