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ERIC Number: EJ408310
Record Type: Journal
Publication Date: 1990
Pages: N/A
Abstractor: N/A
ISBN: N/A
ISSN: N/A
EISSN: N/A
The Effects of Open and Dominant Communication Styles on Perceptions of the Sales Interaction.
Notarantonio, Elaine M.; Cohen, Jerry L.
Journal of Business Communication, v27 n2 p171-84 Spr 1990
Tests the effects of the Open and Dominant communication styles (from R. Norton's communicator style dimensions) on judgments and perceptions of sales effectiveness. Finds the respondents rated the high Dominant/low Open and low Dominant/high Open salesperson more favorably than the high Dominant/high Open or low Dominant/low Open salesperson. (MG)
Descriptors: Business Communication, Communication Research, Communication Skills, Higher Education, Salesmanship
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A