| Автор | Reagan, Carmen C. |
| Автор | Capella, Louis M |
| Автор | Miles, Morgon P |
| Дата выпуска | 1995 |
| dc.description | Style flexing is the adaptation of communication style by the seller to enhance communication and marketing effectiveness. Client style categorization is an important and complex process. This study introduces the utilization of the Myers-Briggs Type Indicator in communication style categorization when marketing to service professionals. Applications of the MBTI in adaptive selling are discussed in the context of contacting, observing, and interviewing the client. |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | Adaptive Selling to the Professional Services Market |
| Тип | research-article |
| DOI | 10.1300/J090v11n02_03 |
| Print ISSN | 0748-4623 |
| Журнал | Journal of Professional Services Marketing |
| Том | 11 |
| Первая страница | 23 |
| Последняя страница | 44 |
| Аффилиация | Reagan, Carmen C.; Dean and Associate Professor, Department of Marketing, Austin Peay State University, Clarksville, TN, 37403 |
| Аффилиация | Capella, Louis M; Professor, Department of Marketing, Mississippi State University, Mississippi State , MS, 39762 |
| Аффилиация | Miles, Morgon P; Assistant Professor, Department of Marketing, Georgia Southern University, Statesboro, GA, 30460-8154 |
| Выпуск | 2 |
