search query: @author Schurr, P. H. / total: 7
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6.
Effective selling approaches to buyers' objections.
Industrial Marketing Management
1985 : AUG, VOL. 14:3, p. 195-202
 1985 Schurr, P. H.
Stone, L. H.
Beller, L. A.
7.
Influence on exchange processes : Buyers' preconceptions of a seller's trustworthiness and bargaining toughness.
Journal of Consumer Research
1985 : MAR, VOL. 11:4, p. 939-953
 1985 Schurr, P. H.
Ozanne, J. L.
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