Gene Brown
Biographic Data
| ID | 3935421 |
|---|---|
| NAME | Gene Brown |
| GIVEN NAMES | Gene |
| FAMILY NAME | Brown |
| SIGNATURE | BROWN G |
| AFFILIATIONS | Louisiana Tech University |
| VERIFIED | No |
| TOTAL WORKS | 6 |
| TOTAL CITATIONS | 0 |
| WORKS AS AUTHOR | 6 |
| WORKS AS EDITOR | 0 |
| FIRST PUBLICATION YEAR | 1984 |
| LATEST PUBLICATION YEAR | 2002 |
| H-INDEX | 0 |
Evaluation of Rahim's Organizational Conflict Inventory–II as a Measure of Conflict-Handling Styles in a Sample of Indian Salespersons
A mail survey of 108 salespersons was conducted to examine their conflict-handling styles with customers. The Rahim Organizational Conflict Inventory-II was used to measure the conflict-handling styles of respondents. An exploratory and a confirmatory factor analysis were performed on the items. Analysis indicated this is a reliable and valid measure of salespersons' conflict-handling styles. Thus, sales researchers can use this measure to examin…
Disclosure of Contextually Hidden Sexual Images Embedded in an Advertisement
The discovery of sexual images embedded in an advertisement significantly affected responses to the advertisement by 147 female and 159 male undergraduates
Interorganizational Climate within Marketing Channels
The psychometric properties of the 1987 Anderson, Lodish, and Weitz Interorganizational Climate Scale were examined by applying the scale in a different setting. The construct was studied within the context of the relationships between manufacturers and distributors as perceived by the manufacturers. The scale which was described as unidimensional in the original study in presenting relationships of manufacturer and sales agent was observed throu…
An Analysis of the Factor Structure of the Ethical Climate Questionnaire
The purpose of this study was to provide additional empirical evidence concerning the factor structure of the Ethical Climate Questionnaire. A random sample of 1,000 members of the American Marketing Association were selected and mailed a copy of the survey. Usable responses were received from 207 marketers, representing 207 organizations from various industries across the United States. The results provide relatively strong support for the dimen…
Replication of Sujan's Attributional Analysis of Salespeople's Motivation to Work Smarter versus Harder
Several theoretical models are available to explain salespersons' performance. This research examined the model developed in 1986 by Sujan on failed sales effort and the effect of motivation on selling effort and strategy. The research reported here attempted to replicate the Sujan conclusions by examining the construct of failed sales effort from the sales manager's perspective. That is, if a salesperson is unsuccessful in obtaining an order, to…
Murray Kempton
No prominent works on this page.
Murray Kempton
Replication of Sujan's Attributional Analysis of Salespeople's Motivation to Work Smarter versus Harder
Several theoretical models are available to explain salespersons' performance. This research examined the model developed in 1986 by Sujan on failed sales effort and the effect of motivation on selling effort and strategy. The research reported here attempted to replicate the Sujan conclusions by examining the construct of failed sales effort from the sales manager's perspective. That is, if a salesperson is unsuccessful in obtaining an order, to…
Interorganizational Climate within Marketing Channels
The psychometric properties of the 1987 Anderson, Lodish, and Weitz Interorganizational Climate Scale were examined by applying the scale in a different setting. The construct was studied within the context of the relationships between manufacturers and distributors as perceived by the manufacturers. The scale which was described as unidimensional in the original study in presenting relationships of manufacturer and sales agent was observed throu…
An Analysis of the Factor Structure of the Ethical Climate Questionnaire
The purpose of this study was to provide additional empirical evidence concerning the factor structure of the Ethical Climate Questionnaire. A random sample of 1,000 members of the American Marketing Association were selected and mailed a copy of the survey. Usable responses were received from 207 marketers, representing 207 organizations from various industries across the United States. The results provide relatively strong support for the dimen…
Disclosure of Contextually Hidden Sexual Images Embedded in an Advertisement
The discovery of sexual images embedded in an advertisement significantly affected responses to the advertisement by 147 female and 159 male undergraduates
Evaluation of Rahim's Organizational Conflict Inventory–II as a Measure of Conflict-Handling Styles in a Sample of Indian Salespersons
A mail survey of 108 salespersons was conducted to examine their conflict-handling styles with customers. The Rahim Organizational Conflict Inventory-II was used to measure the conflict-handling styles of respondents. An exploratory and a confirmatory factor analysis were performed on the items. Analysis indicated this is a reliable and valid measure of salespersons' conflict-handling styles. Thus, sales researchers can use this measure to examin…
Psychology (5 works) · Social Psychology (4 works) · Social Psychology (4 works) · Business (3 works) · Computer Science (3 works) · Sample (material (3 works) · Applied Psychology (2 works) · Applied Psychology (2 works) · Construct (python library (2 works) · Customer Service Quality and Loyalty (2 works)