Corpus ID: 19414356

A First Step Towards Understanding the Effect (and Perhaps Potential) of Neuro-Linguistic Programming on Salespeople’s Interpersonal Skills

@inproceedings{Borg2011AFS,
  title={A First Step Towards Understanding the Effect (and Perhaps Potential) of Neuro-Linguistic Programming on Salespeople’s Interpersonal Skills},
  author={S. Borg and Louise Young and S. Marroun},
  year={2011}
}
1 Citations

Figures and Tables from this paper

Continuing the evolution of the selling process: A multi-level perspective
Abstract This paper considers the selling process from a relational perspective, thereby developing a more comprehensive understanding of the process. Emerging from this is a multi-level framework,Expand

References

SHOWING 1-10 OF 43 REFERENCES
Rapport Building for Salespeople: A Neuro-Linguistic Approach
AbstractRecently a powerful new technique for teaching salespeople how to establish rapport has emerged from the behavioral sciences. The technique is called Neuro-Linguistic Programming (NLP). One...
Toward a normative theory of normative marketing theory
TLDR
Extensions to the resource-based theory of the firm are proposed that include how resources are linked across relations and networks in a dynamic and evolutionary way and the concepts of an extended firm and soft-assembled strategies are introduced to describe the nature of the strategy development process. Expand
Market Orientation Processes – Looking Forward
This paper focuses on Rong and Wilkinson's (2011) recognition of market orientation as process related and considers the implications for research into these processes. Considered are the nature andExpand
Exploring inner landscapes through psychophenomenology: the contribution of neuro-linguistic programming to innovations in researching first person experience
Purpose – The purpose of this paper is to explore a contemporary European development in research into first person accounts of experience, called psychophenomenology, that offers enhancements toExpand
Neuro‐linguistic programming as an innovation in education and teaching
Neuro‐linguistic programming (NLP) – an emergent, contested approach to communication and personal development created in the 1970s – has become increasingly familiar in education and teaching. ThereExpand
Reaching donors: neuro-linguistic programming implications for effective charity marketing communications
Proponents of neuro-linguistic programming claim that individuals process the world through preferred sensory representation systems. In other words, we each internally represent the external worldExpand
Neuro linguistic programming: A key to business excellence
In the present scenario of rapid change and technological advancement, academicians and management professionals around the world are in a dilemma as to how to achieve a competitive edge to promoteExpand
FABULOUS CREATURES OF HRD: A CRITICAL NATURAL HISTORY OF NEURO-LINGUISTIC PROGRAMMING
`... eastern Libya – is low-lying and sandy, as far as the river Triton, whereas the agricultural region to the west is very hilly, and abounds with forest and animal life. It is here that the hugeExpand
Medarbejdere eller modarbejderereligion i moderne arbejdsliv
  • Århus Klim .
  • 2007
The Thought Worlds of Marketing and Sales: Which Differences Make a Difference?
The literature is divided on whether differences between the thought worlds of marketing and sales are deleterious or beneficial. This article empirically investigates various facets of thought-worldExpand
...
1
2
3
4
5
...