The effects of empathy on salesperson effectiveness
- 1 July 1992
- journal article
- research article
- Published by Wiley in Psychology & Marketing
- Vol. 9 (4) , 297-310
- https://doi.org/10.1002/mar.4220090404
Abstract
No abstract availableKeywords
This publication has 16 references indexed in Scilit:
- Adaptive Selling: Conceptualization, Measurement, and Nomological ValidityJournal of Marketing Research, 1990
- Personality and salesforce selection in the pharmaceutical industryIndustrial Marketing Management, 1986
- The SOCO Scale: A Measure of the Customer Orientation of SalespeopleJournal of Marketing Research, 1982
- The empathy cycle: Refinement of a nuclear concept.Journal of Counseling Psychology, 1981
- Identifying Successful Industrial Salesmen by Personality and Personal CharacteristicsJournal of Marketing Research, 1977
- Customer: Salesman Interaction in Appliance RetailingJournal of Marketing Research, 1973
- Self-Other Orientations among Salesmen and NonsalesmenJournal of Marketing Research, 1973
- A New Approach to the Scientific Selection of Successful SalesmenThe Journal of Psychology, 1964
- The necessary and sufficient conditions of therapeutic personality change.Journal of Consulting Psychology, 1957
- Predictive value of the Empathy Test in automobile salesmanship.Journal of Applied Psychology, 1952