| Автор | McIntyre, Roger P. |
| Автор | Wheatley, Edward W. |
| Автор | Uhr, Ernest B. |
| Дата выпуска | 1996 |
| dc.description | ABSTRACTCognitive style, the ways in which people take in information from the environment and process that information, has been shown to influence interactions in various behavioral fields. This study investigates whether cognitive style would impact a real estate salesperson's tendency to adapt his or her presentation to the needs of the customer, as measured by the ADAPTS scale. The study uses a random sample of 396 real estate sales professionals who belong to a 17,000 member state real estate association. The results suggest that cognitive style can influence real estate salesperson's adaptiveness. This knowledge should prove useful to real estate sales managers in designing training programs for new sales personnel, as well as leading to a deeper understanding of the sales process in the real estate sales force. |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | Psychological Influences on Adaptive Selling Techniques in the Real Estate Sales Force |
| Тип | research-article |
| DOI | 10.1300/J090v13n02_10 |
| Print ISSN | 0748-4623 |
| Журнал | Journal of Professional Services Marketing |
| Том | 13 |
| Первая страница | 137 |
| Последняя страница | 150 |
| Аффилиация | McIntyre, Roger P.; Department of Marketing, School of Business, East Carolina University |
| Аффилиация | Wheatley, Edward W.; Department of Marketing, School of Business, East Carolina University |
| Аффилиация | Uhr, Ernest B.; School of Business, East Carolina University |
| Выпуск | 2 |
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