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(Re) defining salesperson motivation: current status, main challenges, and research directions.

• Authors : Khusainova, Rushana; de Jong, Ad; Lee, Nick

Subjects: SALES personnel; COMMERCIAL agents; SALES culture

• Source: Journal of Personal Selling & Sales Management; Mar2018, Vol. 38 Issue 1, p2-29, 28p

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MULTI-PARTY E-NEGOTIATIONS: AGENTS, ALLIANCES, AND NEGOTIATION SUCCESS.

• Authors : Kurtzberg, Terri; Dunn-Jensen, Linda; Matsibekker, Crystal L. Z.

Subjects: NEGOTIATION; EMAIL; INTERNATIONAL alliances

• Source: International Journal of Conflict Management. 2005, Vol. 16 Issue 3, p245-264. 20p.

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Motivation In A Tough Economy.

• Authors : Helzberg Jr., Barnett

Subjects: *MOTIVATION (Psychology); *SALES personnel; *PSYCHOLOGY

• Source: American Salesman. Aug2005, Vol. 50 Issue 8, p11-15. 5p.

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The Four Basic Sales Personalities.

Subjects: *SALES personnel; *COMMERCIAL agents; *PERSONALITY

• Source: American Salesman. Dec2004, Vol. 49 Issue 12, p30-30. 1p.

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Cognitive Insights into the Highly Skilled or Expert Salesperson.

• Authors : Shepherd, C. David; Gardial, Sarah F.; Johnson, Michael G.

Subjects: SALES personnel; COMMERCIAL agents; COGNITION

• Source: Psychology & Marketing; Feb2006, Vol. 23 Issue 2, p115-138, 24p, 3 Charts

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Core Self-Evaluations and Salespeople.

• Authors : Sager, J.K.; Strutton, H.D.; Johnson, D.A.

Subjects: SALES personnel; COMMERCIAL agents; SELF-evaluation

• Source: Psychology & Marketing; Feb2006, Vol. 23 Issue 2, p95-113, 19p, 2 Charts

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Empathy and the Salesperson: A Multidimensional Perspective.

• Authors : McBane, Donald A.

Subjects: SALES personnel; COMMERCIAL agents; EMPATHY

• Source: Psychology & Marketing; Jul95, Vol. 12 Issue 4, p349-370, 22p, 3 Diagrams, 6 Charts

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CONSUMER INTEREST GROUPS.

• Authors : Edwards, Alice L.

Subjects: CONSUMER behavior; PSYCHOLOGY; COMMERCIAL agents

• Source: Public Opinion Quarterly; 7/1/37, Vol. 1 Issue 3, p104-111, 8p

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Perking and Assessing.

Subjects: SALES personnel; SELLING; COMMERCIAL agents

• Source: New Yorker. 4/22/85, Vol. 61 Issue 9, p38-39. 2p.

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Masters of the Universe: How Power and Accountability Influence Self-Serving Decisions Under Moral Hazard.

• Authors : Pitesa, Marko¹ ; Thau, Stefan²

Subjects: *DECISION making in investments; *COMMERCIAL agents; *MORAL hazard

• Source: Journal of Applied Psychology. May2013, Vol. 98 Issue 3, p550-558. 9p.

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