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Download full textSprowl, John Parrish – 1985
Prompted by the fact that personal sales is an area of human communication that has received little attention from communication scholars, this paper integrates previous sales research relevant to communication inquiry into a foundation for future research. The first section of the paper discusses the importance of personal sales, while the second…
Descriptors: Advertising, Communication Research, Interpersonal Communication, Merchandising
Huddleston, Bill M. – 1985
A study investigated whether receivers who detect senders behaving deceitfully will automatically become more resistent to the message being presented. By developing predictions derived from the Elaboration Likelihood Model (ELM), the study hypothesized that only noninvolved receivers would respond negatively to deceptive nonverbal cues in a…
Descriptors: Advertising, Behavior Patterns, Communication Problems, Communication Research
Peer reviewedNorth, Alexa Bryans; Worth, William E. – Journal of Employment Counseling, 1996
Identifies entry-level employment trends in technology, interpersonal, and basic communication job skills over time using classified newspaper advertisements from standard metropolitan statistical areas in the United States. These skills were selected from a set of workplace know-hows listed in two editions of a U.S. Department of Labor report,…
Descriptors: Advertising, Communication Research, Communication Skills, Employment
Scarfo, Lauranell; Rogus, Mary T. – 1988
Focusing on situational and personality factors as predictors of two common types of sales behavior (the customer-oriented/marketing approach, and the adversarial/bottom-line approach), a study conducted a national survey of advertising sales people and media buyers in the summer and fall of 1987. A total of 3669 questionnaires were sent to…
Descriptors: Advertising, Business Communication, Communication Research, Communication Skills
Johannesen, Richard L. – 1984
Representing works published between 1970 and 1984, this annotated bibliography identifies a variety of readings that explore fundamental issues of ethics in interpersonal, public, and mass communication, and that examine from an ethical viewpoint how to and whether to employ particular communication tactics or techniques. The bibliography…
Descriptors: Advertising, Codes of Ethics, Communication Research, Ethics
McDermott, Steven T. – 1985
Designed to reflect the diversity of approaches to persuasion, this annotated bibliography cites materials selected for their contribution to that diversity as well as for being relatively current and/or especially significant representatives of particular approaches. The bibliography starts with a list of 17 general textbooks on approaches to…
Descriptors: Advertising, Annotated Bibliographies, Attitude Change, Communication Research
