Date of Award

Summer 1986

Degree Type

Thesis - Restricted

Degree Name

Master of Arts (MA)

Department

Communication

First Advisor

Spear, Stephen J.

Second Advisor

Banks, Mark J.

Third Advisor

Havice, Michael

Abstract

This research focuses generally on the issue of interpersonal interactions between buyers and sellers at an organizational level but more specifically how salespeople acquire meaningful knowledge about customers for positive problem-solving results.

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