Allen A Turnbull
Biographic Data
| ID | 166268 |
|---|---|
| NAME | Allen A Turnbull |
| GIVEN NAMES | Allen A |
| FAMILY NAME | Turnbull |
| SIGNATURE | TURNBULL A A |
| AFFILIATIONS | Randolph College |
| VERIFIED | No |
| TOTAL WORKS | 2 |
| TOTAL CITATIONS | 8 |
| AUTHOR COUNT | 2 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1976 |
| LATEST PUBLICATION YEAR | 1976 |
| H-INDEX | 1 |
Selling and the Salesman: Prediction of Success and Personality Change
By administering a personality inventory and attitude questionnaire to 201 college-student salesmen prior to and after a selling experience, an attempt was made to (1) measure the predictive value of several personality and attitudinal variables in regard to sales success and (2) assess any personality changes after a short selling period. None of the main predictor variables (Extraversion, Self-esteem, and Machiavellianism) correlated significan…
Medium of Communication, Differential Power, and Phasing of Concessions: Negotiating Success and Attributions to the Opponent
The effect of three variables thought to be important to the negotiation process was investigated via an attributional analysis. Three different communication modes (audio, audio/video, face-to-face), three levels of power (high, equal, low), and three prior concession-phasing strategies (alternating, increasingly cooperative, decreasingly cooperative) were combined in a factorial design to determine their effect on negotiation outcomes and negot…
Medium of Communication, Differential Power, and Phasing of Concessions: Negotiating Success and Attributions to the Opponent
The effect of three variables thought to be important to the negotiation process was investigated via an attributional analysis. Three different communication modes (audio, audio/video, face-to-face), three levels of power (high, equal, low), and three prior concession-phasing strategies (alternating, increasingly cooperative, decreasingly cooperative) were combined in a factorial design to determine their effect on negotiation outcomes and negot…
Selling and the Salesman: Prediction of Success and Personality Change
By administering a personality inventory and attitude questionnaire to 201 college-student salesmen prior to and after a selling experience, an attempt was made to (1) measure the predictive value of several personality and attitudinal variables in regard to sales success and (2) assess any personality changes after a short selling period. None of the main predictor variables (Extraversion, Self-esteem, and Machiavellianism) correlated significan…
Medium of Communication, Differential Power, and Phasing of Concessions: Negotiating Success and Attributions to the Opponent
The effect of three variables thought to be important to the negotiation process was investigated via an attributional analysis. Three different communication modes (audio, audio/video, face-to-face), three levels of power (high, equal, low), and three prior concession-phasing strategies (alternating, increasingly cooperative, decreasingly cooperative) were combined in a factorial design to determine their effect on negotiation outcomes and negot…
Psychology (2 works) · Social Psychology (2 works) · Social Psychology (2 works) · Adversary (1 works) · Attribution (1 works) · Big Five personality traits (1 works) · Causality (physics (1 works) · Computer Science (1 works) · Computer security (1 works) · Conflict Management and Negotiation (1 works)