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Positive and negative social reactions to salesperson deviance created by Bryan W. Hochstein, Leff Bonney, and Melissa Clark

By: Contributor(s): Material type: TextTextSeries: Journal of marketing theory and practice ; Volume 23, number 3Philadelphia: Taylor and Francis, 2015Content type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
Subject(s): LOC classification:
  • HF5415 JOU
Online resources: Abstract: In this study, qualitative methods are used to gain a broader understanding of overall dimensions of salesperson deviant behaviors. Then reactions to the behaviors by others are explored, and contingent factors are identified that lead to either positive or negative social reactions and labels. This important aspect of salesperson deviance is explored to understand why some deviant behaviors are admired and others are shunned. Ultimately, this exploration of salesperson deviance contributes to the sales literature by developing a holistic model of salesperson deviance dimensions and the contingent factors that lead to positive and negative social reactions
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Holdings
Item type Current library Call number Vol info Copy number Status Notes Date due Barcode
Journal Article Journal Article Main Library - Special Collections HF5415 JOU (Browse shelf(Opens below)) Vol. 23, no. 3 (pages 303-320) SP23762 Not for loan For in house use

In this study, qualitative methods are used to gain a broader understanding of overall dimensions of salesperson deviant behaviors. Then reactions to the behaviors by others are explored, and contingent factors are identified that lead to either positive or negative social reactions and labels. This important aspect of salesperson deviance is explored to understand why some deviant behaviors are admired and others are shunned. Ultimately, this exploration of salesperson deviance contributes to the sales literature by developing a holistic model of salesperson deviance dimensions and the contingent factors that lead to positive and negative social reactions

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