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October 1, 1986Journal of Marketing

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

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BWBarton A. WeitzUniversity of FloridaHSHarish SujanTulane UniversityMSMita SujanTulane University

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Weitz et al. (1986) studied this question.

synapsesocial.com/papers/6a15759b814bf8ec9a4e9ee5https://doi.org/10.1177/002224298605000404
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