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The Common-Sense World of Everyday Selling

Research output: Contribution to Journal/Magazine › Review article › peer-review

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The Common-Sense World of Everyday Selling. / Knights, David.
In: Management Decision, Vol. 12, No. 1, 01.01.1974, p. 37-45.

Research output: Contribution to Journal/Magazine › Review article › peer-review

Harvard

Knights, D 1974, 'The Common-Sense World of Everyday Selling', Management Decision, vol. 12, no. 1, pp. 37-45. https://doi.org/10.1108/eb001037

APA

Knights, D. (1974). The Common-Sense World of Everyday Selling. Management Decision, 12(1), 37-45. https://doi.org/10.1108/eb001037

Vancouver

Knights D. The Common-Sense World of Everyday Selling. Management Decision. 1974 Jan 1;12(1):37-45. doi: 10.1108/eb001037

Author

Knights, David. / The Common-Sense World of Everyday Selling. In: Management Decision. 1974 ; Vol. 12, No. 1. pp. 37-45.

Bibtex

@article{00f92f5311654371a465eb3b52f968b0,
title = "The Common-Sense World of Everyday Selling",
abstract = "Some twenty years ago Ray C. Brewster[1] made a strong plea to revitalise the concept of salesmanship by incorporating the most up-to-date psychological knowledge then available. Five years later in the same journal Edward C. Bursk[2] pointed to the danger of relying upon {\textquoteleft}scientific{\textquoteright} techniques and forgetting to go out and sell. The major intention of this paper is to provide some theoretical legitimation for this latter view and in the process to present a sociological critique of psychological theory as applied to the practical field of personal selling. A final section will concern itself with the practical implications of the critique.",
author = "David Knights",
year = "1974",
month = jan,
day = "1",
doi = "10.1108/eb001037",
language = "English",
volume = "12",
pages = "37--45",
journal = "Management Decision",
issn = "0025-1747",
publisher = "Emerald Group Publishing Ltd.",
number = "1",

}

RIS

TY - JOUR

T1 - The Common-Sense World of Everyday Selling

AU - Knights, David

PY - 1974/1/1

Y1 - 1974/1/1

N2 - Some twenty years ago Ray C. Brewster[1] made a strong plea to revitalise the concept of salesmanship by incorporating the most up-to-date psychological knowledge then available. Five years later in the same journal Edward C. Bursk[2] pointed to the danger of relying upon ‘scientific’ techniques and forgetting to go out and sell. The major intention of this paper is to provide some theoretical legitimation for this latter view and in the process to present a sociological critique of psychological theory as applied to the practical field of personal selling. A final section will concern itself with the practical implications of the critique.

AB - Some twenty years ago Ray C. Brewster[1] made a strong plea to revitalise the concept of salesmanship by incorporating the most up-to-date psychological knowledge then available. Five years later in the same journal Edward C. Bursk[2] pointed to the danger of relying upon ‘scientific’ techniques and forgetting to go out and sell. The major intention of this paper is to provide some theoretical legitimation for this latter view and in the process to present a sociological critique of psychological theory as applied to the practical field of personal selling. A final section will concern itself with the practical implications of the critique.

U2 - 10.1108/eb001037

DO - 10.1108/eb001037

M3 - Review article

AN - SCOPUS:84948481461

VL - 12

SP - 37

EP - 45

JO - Management Decision

JF - Management Decision

SN - 0025-1747

IS - 1

ER -