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Abstract We have examined current, traditional practice of establishing risk levels, favoring use of small α and implicitly accepting correspondingly larger β errors. There are both loses and gains associated with this approach. In particular, small a minimizes the probability of erroneously...
Abstract The primary purpose of this exploratory study was to investigate whether consumers make different product failure attributions for different products. The study was conducted within the general framework of of attribution theory. Using four common household products, three classes of...
Abstract This paper has identified and briefly described a number of verbal behaviors which the salesman can use in the initial contact phase of the sales interview. The initial contact phase of selling is made more effective by using a combination of the responses described in the literature of...
Abstract It does seem obvious, in view of the high percentage of quota users in this survey, giving consideration to the fact that many firms find them impractical or impossible to use, that there is widespread usage of sales quotas among manufacturing firms capable of benefitting from them.
Abstract The purpose of this study was to test the proposed model in order to explain some ambiguity in the advertising process. The model was formulated by focusing attention on relevant socio-psychological parameters motivating television viewers regarding television commercials. The...
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