Women, Men and Personal Sales An Analysis of Sex Differences in Compliance Gaining Strategy Use /

Women, Men and Personal Sales [microform] : An Analysis of Sex Differences in Compliance Gaining Strategy Use / John Sprowl.

A study explored the effects of both the sales representative's and the target consumer's biological gender upon the persuasive strategy choice of the salesperson. Data from 204 salespeople responding to a 27-item questionnaire were collected over a 6-week period. The results indicate clea...

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Main Author: Sprowl, John
Format: Microfilm Book
Language:English
Published: [S.l.] : Distributed by ERIC Clearinghouse, 1984.
Subjects:
Communication Research.
Communication Skills.
Interpersonal Communication.
Persuasive Discourse.
Salesmanship.
Sex Differences.
Speech Communication.

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