Bibliografie MV

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BIBLIOGRAFIE GENERALĂ:

1.Anderson, E., Chu, W. şi Weitz, B. (1987) Industrial purchasing: empirical exploration of the
buyclass
framework. Journal of Marketing, 51 (3): 71-86.
2. Brock, T.C. (1965) Communicator-recipient similarity and decision change. Journal of
Personality
and Social Psychology, l (6): 650-4.
3. Buckner, H. (1967) Hou; British Industry Buys, Londra: Hutchinson.
4. Davis, H.L. şi Silk, A.J. (1972) Interaction and influence processes in personal selling, Sloan
Management Review, Winter: 59-76.
5. Donaldson, B. (1994) Supplier selection criteria on the service dimension: some empirical
evidence, European Joumal o/Purchasing and Supply Management, l (4): 209-17.
6.Donaldson Bill - Managementul vânzărilor. Teorie şi practică. Ed Codecs, 2001
7. Doney, P.M. şi Cannon, J.P. (1997) An examination of the nature of trust in buyer-seller
relationships. Joumal of Marketing, 61 (Apr): 35-51.
8. Engel, F., Blackwell, R.D. şi Miniard, P.W. (1994) Consumer Behaviour, ediţia a 8-a, Fort
Worth: Dryden Press.
9. Greenberg, J. şi Greenberg, H. (1976) Predicting sales success: myths and reality, Personnel
Joumal, Dec: 611-7.
10. Fleenor, C.P. (1987) Selling and sales management in action: assessment centre selection of
sales
representatives, Journal of Personal Selling and Sales Management, 7 (I): 57-9.
11. Futrell Charles M - Fundamentals of selling-Customers for life,Fifth Edition ,Irvin Mc Graw
–Hill 1996
12. Granger, R.H. (1988) Sales management: is it fact or fancy? National Underwriter, 92: 14
Nov:63-5.
Hopkins Tom - Cartea despre vânzări, 2001, Business Tech International Press,2001
13. Jobber D, Lancaster G - Selling and Sales Management,7 th Edition,Prenticce Hall,2006
14. Kotler Philip - Principiile marketingului, ed Teora, Bucureşti 2001
15. Kotler Philip - Managementul marketingului, ed Teora, Bucureşti 1999
16. Levinson Jay Conrad - Guerilla marketing, Guerilla selling, ed.Business Tech International
Press 2003
17. Makin, P., si Robertson, LT. (1986) Management selection in Britair.: a survey and critique.
Journal of Occupational Psychology, 51 (I): 45-57.
18. Moss, S. (1978) What sales executives look for in new salespeople. Journal of Sales and
Marketing,
Mar. 56-8.
19. McKenna, R., (1991) Relationship Marketing. Londra: Centuary Business.
20. Majaro, S. şi McDonald, M. (1985) Sales force power. Management Today, Jul: 76-8.

21. Manning, G. L. şi Reece, B.L. (1992) Selling Today: An Extension of the Marketing
Concept, ediţia a 5-a,
Boston: Allyn & Bacon.
22. Pardo, C, Salle, R. şi Spencer, R. (1995) The key accountisation of the firm: a case study,
Industrial
Marketing Management, 22 : 123-34.
23. Peters, T. (1987) Thriving on Chaos: Handbook for a Management Revolution. New York:
KNOPF.
24. Rogers, E.M. (1982) Diffusion of Innovations, ediţia a 3-a, New York: Free Press.
25. Schmitz, J.M. (1995) Understanding the persuasion process between industrial buyers and
sellers.
Industrial Marketing Management, 24 (4): 83-90.
26. Sheldon, A.F. (1902) The An o/Selling. Chicago: Sheldon School.
27. Strong, E.K. (1925) The Psychology of Selling. New York: McGraw-Hill.
28. Sujan, H., Weitz, B.A. şi Kumar, N. (1994) Learning orientation, working smart, and
effectivc
selling, Journal of Marketing, 58 (July): 39-52.
29. Tosi, H.L. (1966) Effects of expectation levels and role consensus on buyer-seller dyad,
Journal of
Business, 39 (4): 516-29.
30. Webster, F.E. şi Wind, Y. (1972) Organisationai Buying Behaviour, Englewood Cliffs, NJ:
Prentice-
Hall.
31. Wells, W.D. şi Gubar, G. (1996) Life-cyele concepts in marketing research. Journal of
Marketing
Research, XXXIII (Nov): 355-63.
32. Weinberg, C.B. (1979) Territory sales response. Journal of Marketing Re-VI (Nov): 453-65.
33. Weinberg, C.B. (1984) Improving-productivity in the sales force learning r own experience.
A
company-focused approach. Business Quarterly, Spring:33) Evaluate the sales force as a
business. Industrial
Marketing Management, .31-7.

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