Consumer decision-making, salespeople's adaptive selling and retail performance
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References listed on IDEAS
- Friestad, Marian & Wright, Peter, 1994. " The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Oxford University Press, vol. 21(1), pages 1-31, June.
- Nelson, Phillip, 1970. "Information and Consumer Behavior," Journal of Political Economy, University of Chicago Press, vol. 78(2), pages 311-329, March-Apr.
- Levy, Michael & Sharma, Arun, 1994. "Adaptive selling: The role of gender, age, sales experience, and education," Journal of Business Research, Elsevier, vol. 31(1), pages 39-47, September.
- Hoch, Stephen J & Ha, Young-Won, 1986. " Consumer Learning: Advertising and the Ambiguity of Product Experience," Journal of Consumer Research, Oxford University Press, vol. 13(2), pages 221-233, September.
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- Granot, Elad & Greene, Henry & Brashear, Thomas G., 2010. "Female consumers: Decision-making in brand-driven retail," Journal of Business Research, Elsevier, vol. 63(8), pages 801-808, August.
- repec:eee:jbrese:v:80:y:2017:i:c:p:53-62 is not listed on IDEAS
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