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Problem Recognition in the Homeostatic Process of Consumer Decision Making: Its Definition, Measurement and Use

Description: One purpose of the dissertation was to determine what theoretical justification exists to support the description of problem recognition. Homeostatsis was found to be a well documented and accepted theory of tension reduction in both physiology and psychology. It was proposed as a proper theoretical foundation for problem recognition. It also implied that people develop styles as they repeatedly deal with similar problems. Another purpose of the dissertation was to develop a method for typifyin… more
Date: August 1983
Creator: Bruner, Gordon Carl.
Item Type: Refine your search to only Thesis or Dissertation
Partner: UNT Libraries
open access

An Analysis of the Impact of a Behavioral Style Awareness Training Program on Retail Sales Effectiveness of Commission Sales Personnel in a Major Department Store Chain in the Southwest

Description: The success of any retail institution depends upon many factors including personal selling effectiveness. Traditional sales training has focused primarily on the selling process with emphasis on how to close a sale. The idea of using behavioral style awareness training with salespeople has emerged only recently when behavioral training began to be recognized in the literature as a tool for sales training as well as for management training. The Social Style of Behavior concept developed by Dr. D… more
Date: August 1983
Creator: Gregg, Sharon F. (Sharon Fowler)
Item Type: Refine your search to only Thesis or Dissertation
Partner: UNT Libraries
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