{"id":"https://openalex.org/W780213309","doi":null,"title":"Differences In the Importance of Selling Techniques Between Consumer and Industrial Salespeople","display_name":"Differences In the Importance of Selling Techniques Between Consumer and Industrial Salespeople","publication_year":2013,"publication_date":"2013-10-24","ids":{"openalex":"https://openalex.org/W780213309","mag":"780213309"},"language":"en","primary_location":{"id":"mag:780213309","doi":null,"is_oa":false,"landing_page_url":"https://www.jstor.org/stable/20832400","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"Journal of Personal Selling and Sales Management","raw_type":null},"volume":null,"type":"article","indexed_in":[],"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/A5050905299","display_name":"Robert E. Hite","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Robert E. Hite","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5071991496","display_name":"Joseph A. Bellizzi","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Joseph A. Bellizzi","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":4.1201,"has_fulltext":false,"cited_by_count":18,"citation_normalized_percentile":{"value":0.93314805,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":97},"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.5458999872207642,"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":0.5458999872207642,"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":0.33230000734329224,"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":0.09009999781847,"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/industrial-salespeople","display_name":"industrial salespeople","score":0.9990000128746033},{"id":"https://openalex.org/keywords/salesperson-behavior","display_name":"salesperson behavior","score":0.5189999938011169},{"id":"https://openalex.org/keywords/sales-presentation","display_name":"sales presentation","score":0.6150000095367432},{"id":"https://openalex.org/keywords/community-contacts","display_name":"community contacts","score":0.7509999871253967}],"concepts":[{"id":"https://openalex.org/C2781083359","wikidata":"https://www.wikidata.org/wiki/Q2793360","display_name":"Personal selling","level":4,"score":0.7634226083755493},{"id":"https://openalex.org/C2777601897","wikidata":"https://www.wikidata.org/wiki/Q3409113","display_name":"Presentation (obstetrics)","level":2,"score":0.7134515047073364},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6835137605667114},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6343411207199097},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.5314686894416809},{"id":"https://openalex.org/C2991860356","wikidata":"https://www.wikidata.org/wiki/Q126793","display_name":"Retail sales","level":2,"score":0.5153340697288513},{"id":"https://openalex.org/C3018006300","wikidata":"https://www.wikidata.org/wiki/Q4402708","display_name":"Consumer demand","level":2,"score":0.414616197347641},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.3485832214355469},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.2886580228805542},{"id":"https://openalex.org/C2781402841","wikidata":"https://www.wikidata.org/wiki/Q1259790","display_name":"Sales promotion","level":3,"score":0.08908095955848694},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.08044549822807312},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.06386598944664001},{"id":"https://openalex.org/C71924100","wikidata":"https://www.wikidata.org/wiki/Q11190","display_name":"Medicine","level":0,"score":0.06179448962211609},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C126838900","wikidata":"https://www.wikidata.org/wiki/Q77604","display_name":"Radiology","level":1,"score":0.0},{"id":"https://openalex.org/C34447519","wikidata":"https://www.wikidata.org/wiki/Q179522","display_name":"Market economy","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:780213309","doi":null,"is_oa":false,"landing_page_url":"https://www.jstor.org/stable/20832400","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"Journal of Personal Selling and Sales Management","raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[{"id":"https://openalex.org/study-designs/observational-study","display_name":"Observational Study"}],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":4,"referenced_works":["https://openalex.org/W1966114254","https://openalex.org/W2074623623","https://openalex.org/W2237578076","https://openalex.org/W2314415376"],"related_works":["https://openalex.org/W4402478238","https://openalex.org/W2889978108","https://openalex.org/W2515415839","https://openalex.org/W2062249876","https://openalex.org/W4402478231","https://openalex.org/W4231716042","https://openalex.org/W2497683916","https://openalex.org/W2070157756","https://openalex.org/W1997591983","https://openalex.org/W2275496562"],"abstract_inverted_index":{"AbstractThe":[0],"techniques":[1],"involved":[2],"in":[3,12,29],"the":[4,16,30,44,52,85],"personal":[5],"selling":[6,48],"process":[7],"have":[8],"been":[9,23],"well":[10],"documented":[11],"numerous":[13],"sources":[14],"over":[15],"years,":[17],"but":[18],"little":[19],"research-based":[20],"guidance":[21],"has":[22],"provided":[24],"to":[25,42,68],"aid":[26],"professional":[27],"salespeople":[28,66],"implementation":[31],"of":[32,37,46],"such":[33],"techniques.":[34],"The":[35,61],"purpose":[36],"this":[38],"research":[39],"study":[40],"is":[41],"examine":[43],"importance":[45],"84":[47],"techniques,":[49],"and":[50,54,58,76,92],"cite":[51],"similarities":[53],"differences":[55],"between":[56],"consumer":[57,65],"industrial":[59,82],"salespeople.":[60],"results":[62],"indicate":[63],"that":[64],"tend":[67],"rely":[69,87],"more":[70,88],"on":[71,89],"other":[72],"people,":[73],"community":[74],"contact,":[75],"standardized":[77,94],"sales":[78],"presentations":[79],"than":[80],"do":[81],"salespeople,":[83],"while":[84],"latter":[86],"company-supplied":[90],"resources":[91],"partially":[93],"presentation":[95],"styles.":[96]},"counts_by_year":[{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":1},{"year":2018,"cited_by_count":1},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":1},{"year":2014,"cited_by_count":1},{"year":2013,"cited_by_count":3}],"updated_date":"2026-09-27T08:07:27.782135","created_date":"2016-06-24T00:00:00"}