search query: @author Plank, R. E. / total: 11
reference: 3 / 11
| Author: | Plank, R. E. Greene, J. N. |
| Title: | Personal construct psychology and personal selling performance |
| Journal: | European Journal of Marketing
1996 : VOL. 30:7, p. 25-48 |
| Index terms: | SALES PERFORMANCE MEASUREMENT MARKETING PSYCHOLOGY |
| Language: | eng |
| Abstract: | The article proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm. It is explained how personal construct psychology theory (or PCT), reflecting constructivist epistemology, provides a conceptual framework for understanding and predicting sales performance. It is also demonstrated how PCT can be integrated with existing theoretical models of sales performance by suggesting a series of research propositions, tested using a number of different research methodologies. Research and practical implications are also considered. |
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