{"id":"https://openalex.org/W2023622669","doi":"https://doi.org/10.1037/h0043815","title":"Oral communication and sales effectiveness.","display_name":"Oral communication and sales effectiveness.","publication_year":1962,"publication_date":"1962-10-01","ids":{"openalex":"https://openalex.org/W2023622669","doi":"https://doi.org/10.1037/h0043815","mag":"2023622669"},"language":"en","primary_location":{"id":"doi:10.1037/h0043815","doi":"https://doi.org/10.1037/h0043815","is_oa":false,"landing_page_url":"https://doi.org/10.1037/h0043815","pdf_url":null,"source":{"id":"https://openalex.org/S166002381","display_name":"Journal of Applied Psychology","issn_l":"0021-9010","issn":["0021-9010","1939-1854"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-a","erih-plus","fnege-1-star","ft50","jufo-3","ki-jl-1","medline","norway-2","poland-200","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320262","host_organization_name":"American Psychological Association","host_organization_lineage":["https://openalex.org/P4310320262"],"host_organization_lineage_names":["American Psychological Association"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Applied Psychology","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5113701003","display_name":"R. Wayne Pace","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I67328108","display_name":"California State University, Fresno","ror":"https://ror.org/03enmdz06","country_code":"US","type":"education","lineage":["https://openalex.org/I67328108"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"R. Wayne Pace","raw_affiliation_strings":["Fresno State College ,"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Fresno State College ,","institution_ids":["https://openalex.org/I67328108"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5113701003"],"corresponding_institution_ids":["https://openalex.org/I67328108"],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":19,"citation_normalized_percentile":{"value":0.23828125,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":96},"biblio":{"volume":"46","issue":"5","first_page":"321","last_page":"324"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.5307999849319458,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.5307999849319458,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.3882000148296356,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.01549999974668026,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/oral-communication","display_name":"oral communication","score":0.9959999918937683},{"id":"https://openalex.org/keywords/sales-effectiveness","display_name":"sales effectiveness","score":0.9670000076293945},{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.9079999923706055},{"id":"https://openalex.org/keywords/verbal-communication","display_name":"verbal communication","score":0.4819999933242798},{"id":"https://openalex.org/keywords/sales-performance","display_name":"sales performance","score":0.39800000190734863}],"concepts":[{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.6689446568489075},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.35420355200767517},{"id":"https://openalex.org/C75630572","wikidata":"https://www.wikidata.org/wiki/Q538904","display_name":"Applied psychology","level":1,"score":0.3479117751121521},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.33095332980155945},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.21817868947982788}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1037/h0043815","doi":"https://doi.org/10.1037/h0043815","is_oa":false,"landing_page_url":"https://doi.org/10.1037/h0043815","pdf_url":null,"source":{"id":"https://openalex.org/S166002381","display_name":"Journal of Applied Psychology","issn_l":"0021-9010","issn":["0021-9010","1939-1854"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-a","erih-plus","fnege-1-star","ft50","jufo-3","ki-jl-1","medline","norway-2","poland-200","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320262","host_organization_name":"American Psychological Association","host_organization_lineage":["https://openalex.org/P4310320262"],"host_organization_lineage_names":["American Psychological Association"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Applied Psychology","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":1,"referenced_works":["https://openalex.org/W2093349432"],"related_works":["https://openalex.org/W2115705870","https://openalex.org/W4245015908","https://openalex.org/W2992135507","https://openalex.org/W1982330699","https://openalex.org/W389909562","https://openalex.org/W2017633858","https://openalex.org/W2065689583","https://openalex.org/W2059570488","https://openalex.org/W2946798723","https://openalex.org/W2052756398"],"abstract_inverted_index":null,"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":2},{"year":2019,"cited_by_count":1},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":1},{"year":2013,"cited_by_count":2}],"updated_date":"2025-11-06T03:46:38.306776","created_date":"2016-06-24T00:00:00"}