Approach or avoid? : the effect of regulatory focus on consumer behavioural responses to personal selling attempts
Guang-Xin Xie and Lynn R. Kahle
| Year of publication: |
2014
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|---|---|
| Authors: | Xie, Guang-xin ; Kahle, Lynn R. |
| Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 34.2014, 4, p. 260-271
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| Subject: | interpersonal persuasion | personal selling | regulatory focus | response behaviours | consumer-salesperson interaction | Konsumentenverhalten | Consumer behaviour | Persönlichkeitspsychologie | Personality psychology | Verkauf | Selling | Werbewirkung | Advertising effects |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10010431571