A Framework for Classifying Concepts of and Research on the Personal Selling Process |
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| Authors: | Robert A Reeves Hiram C Barksdale |
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| Institution: | 1. Robert A. Reeves (Ph.D., University of Georgia) is Assistant Professor of Psychology at Augusta College. His doctoral study was in both social psychology and marketing. His current research interests include social influence and social perception processes, consumer behavior, personal selling, and attributional consequences of promotional situations. He has presented his research at a number of professional meetings, including the Southeastern Psychological Association and the Southern Society for Philosophy and Psychology. Dr. Reeves has published in several psychological journals, including Personality and Social Psychology Bulletin.;2. Hiram C. Barksdale (Ph.D., New York University) is Distinguished Professor of Marketing at the University of Georgia. His primary teaching and research interests are marketing theory and marketing strategy. Professor Barksdale has published in a number of journals, including the Journal of Marketing, Management Science, Journal of Marketing Research, Journal of Business, Long Range Planning, Swedish Journal of Economics, and Journal of Consumer Affairs. |
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| Abstract: | AbstractA parsimonious conceptual framework is presented to facilitate organization and comparison of the various approaches to personal selling. Implications for managers and researchers, as well as suggestions for future directions in personal selling research, are discussed. |
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