ABSTRACT
The most fundamental aspect of commerce is interaction between buyers and sellers. Accordingly, the psychological study of selling techniques can be considered as old as trade. This study investigated two categories of selling techniques composed of 17 objection-addressing and 13 sale-dosing strategies. Reported are survey responses from 242 industrial buyers, frequent targets of selling techniques, who were asked to identify which technique from each category they associated with salespersons' effective selling behavior.
Subject(s)
Attitude , Commerce , Industry , Marketing of Health Services , Adult , Female , Humans , Male , Middle AgedABSTRACT
The relationship between the birth order and materialism scores was investigated using materialism conceptualized as a consumer value. Data were collected from 275 alumni of a major southwestern university. The analysis indicated that first-borns in this sample scored significantly lower on materialism than younger siblings.
Subject(s)
Birth Order , Social Dominance , Social Values , Adult , Aged , Aged, 80 and over , Consummatory Behavior , Female , Humans , Male , Middle Aged , Personality InventoryABSTRACT
A study was conducted to examine the effects of a salesperson's weight and the interaction of weight with sex on a variety of positive personal characteristics which have been previously established. 243 purchasing agents provided data on 410 male and female salespeople who were then divided into two groups by weight. Analyses of variance were conducted using weight and sex as the independent variables and a variety of personal characteristics as dependent variables. The analysis suggested that the weight and sex of a salesperson are related to several personal characteristics.
