Aggressiveness and Perceived Effectiveness: a Study of Broadcast Salespeople in Three Major Markets in Central Illinois
Abstract
Three types of measurements for determining aggressiveness were used in this study. Sociometric matrices were employed to evaluate broadcast salespeoples' perceptions of their co-workers in regard to high levels of effectiveness and aggressiveness. A sales grid was used to determine selling types. One type of salesman from the grid has an aggressive selling approach and this type (9,1) was used as a comparison of other levels of aggressiveness. A Likert-type scale was constructed to measure the attitudes of the 46 respondents in central Illinois in regard to aggressive traits and behaviors.
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- OSU Theses [15752]