Rosemary P. Ramsey

TL;DR: In this paper, the authors developed a scale for salesperson listening behavior and investigated the impact of customers' perceptions of salespeople listening behavior on trust, satisfaction, and anticipation of future interaction.

TL;DR: In this article, two relational communication traits, communication apprehension and interaction involvement, are investigated within an adaptive selling framework to assess their impact on salesperson adaptiveness and sales performance, using a sample of 239 insurance salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved in communication interactions.

TL;DR: In this article, the authors provide a framework for analyzing the issues involved in leveraging the Internet as a global distribution tool and discuss the key building blocks impacting the diffusion of global ecommerce and future research directions.

TL;DR: The authors developed an input-process-output model of team effectiveness using data from 85 teams from marketing classes, and found that the positive and direct role of cohesion as an input variable on the process variable of team work was supported.

TL;DR: In this paper, the authors examined the propensity of consumers to respond differentially to potentially unethical sales tactics and found that the seniors in this study were distinct with respect to ethical ideology and less accepting of unethical sales practices.