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Motivation / Attitude change / Sales / Behavioural sciences / Regulatory focus theory / Selling / E. Tory Higgins / Industrial and organizational psychology / Consumer behaviour / Social psychology / Behavior / Business


MANAGING ADAPTIVE SELLING BEHAVIORS THROUGH THE REGULATORY FIT APPROACH Dr. Phanasan Kohsuwan1 Abstract: The importance of adaptive selling is widely recognized in the sales literature. However, previous research has pri
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Document Date: 2014-01-21 21:25:22

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City

Schriesheim / New York / /

Company

Avnet / Academic Press / Idson L. C. / /

Country

Jordan / United States / /

Facility

International University / /

IndustryTerm

Promotion-focused individuals direct energy / chosen product / logistic services / transportation / business to business / energy / /

Organization

International University / Harvard / /

Person

Angela Y. Lee / Ida Keider / Sunny Academic / William D. Perreault Jr. / E. Tory Higgins / Hua Hin / Van Dijk / /

Position

Psychologist / Major / General / Porter / Director / /

Product

F16 / /

PublishedMedium

American Journal of Political Science / Journal of Consumer Research / Psychological Review / Personality and Social Psychology Bulletin / Journal of Applied Psychology / Harvard Business Review / Journal of Personality and Social Psychology / /

Technology

alpha / /

SocialTag