Mallalieu Lynnea and Kent Nakamoto 2008 Understanding the Role of Consumer

Mallalieu lynnea and kent nakamoto 2008 understanding

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Mallalieu, Lynnea, and Kent Nakamoto (2008), “Understanding the Role of Consumer Motivation and Salesperson Behavior in Inducing Positive Cognitive and Emotional Responses During a Sales Encounter,” Journal of Marketing Theory and Practice, 16 (3), 183–197. Mantel, Susan Powell (2005), “Choice or Perception: How Affect Influences Ethical Choices Among Salespeople,” Journal of Personal Selling & Sales Management, 25 (1), 43–55. Martin, Craig A., and Alan J. Bush (2006), “Psychological Climate, Empowerment, Leadership Style, and Customer- Oriented Selling: An Analysis of the Sales Manager– Salesperson Dyad,” Journal of the Academy of Marketing Science, 34 (3), 419–438. Maxwell, Sarah, Gary Reed, Jim Saker, and Vicky Story (2005), “The Two Faces of Playfulness: A New Tool to Select Po- tentially Successful Sales Reps,” Journal of Personal Selling & Sales Management, 25 (3), 215–229. Mayer, John D., Peter Salovey, and David R. Caruso (2000), “Emotional Intelligence as Zeitgeist, as Personality, and as a Standard Intelligence,” in Handbook of Emotional Intel- ligence, Reuven Bar-On and James D.A. Parker, eds., San Francisco: Jossey-Bass, 92–117. McElroy, James C., and Thomas E. DeCarlo (1999), “Physical Attractiveness on Cognitive Evaluations of Saleswomen’s Performance,” Journal of Marketing Theory and Practice, 7 (1), 84–100. McFarland, Richard G. (2003), “Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson,” Journal of Personal Selling & Sales Manage- ment, 23 (4), 311–325. McNeilly, Kevin L., and Marian B. Lawson (1999), “Navigating Through Rough Waters: The Importance of Trust in Man- aging Sales Representatives in Times of Change,” Industrial Marketing Management, 28 (January), 37–49. Menon, Kalyani, and Laurette Dube (2000), “Ensuring Greater Satisfaction by Engineering Salesperson Response to Cus- tomer Emotions,” Journal of Retailing, 76 (3), 285–307. Micu, Anca C., and Joseph T. Plummer (2010), “Measurable Emotions: How Television Ads Really Work,” Journal of Advertising Research, 50 (2), 137–153. Miller, Rowland S. (1996), Embarrassment, New York: Guilford Press. Morgan, Robert M., and Shelby D. Hunt (1994), “The Com- mitment-Trust Theory of Marketing,” Journal of Marketing, 58 (July), 20–38. Nicholson, Carolyn Y., Larry D. Compeau, and Rajesh Sethi (2001), “The Role of Interpersonal Liking in Building Trust in Long-Term Channel Relationships,” Journal of the Academy of Marketing Science, 29 (1), 3–15.
Winter 2013 23 Nonis, Sarath A., and Jeffrey K. Sager (2003), “Coping Strat- egy Profiles Used by Salespeople: Their Relationships with Personal Characteristics and Work Outcomes,” Journal of Personal Selling & Sales Management, 23 (2), 139–150. ———, ———, and Kamalesh Kumar (1996), “Salespeople’s Use of Upward Influence Tactics (UITs) in Coping with Role Stress,” Journal of the Academy of Marketing Science, 24 (1), 44–56.

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