Concepedia

Rosann L. Spiro

RL

Statistics

Publications

21

Citations

3.3K

H-Index

18

Active since

1978

Affiliations

Indiana University(Current)

Indiana University Bloomington

University of Florida

University of Tennessee at Knoxville

California State University, Stanislaus

Rosann L. Spiro is an author at Indiana University specializing in marketing, sales management, and marketing management.

Publications per year

1978–2016

21

Publications

21

Adaptive Selling: Conceptualization, Measurement, and Nomological Validity

Rosann L. Spiro, Barton A. Weitz · Journal of Marketing Research · 1990 · 873 citations

Management, Marketing, Marketing Management +7

Adaptive Selling: Conceptualization, Measurement, and Nomological Validity

Rosann L. Spiro, Barton A. Weitz · Journal of Marketing Research · 1990 · 503 citations

Management, Marketing, Marketing Management +7

Communication Style in the Salesperson-Customer Dyad

Kaylene C. Williams, Rosann L. Spiro · Journal of Marketing Research · 1985 · 286 citations

Management, Communication, Marketing +13

Recapturing store image in customer-based store equity: a construct conceptualization

Katherine B. Hartman, Rosann L. Spiro · Journal of Business Research · 2004 · 267 citations

Business, Marketing, Retail Management +16

Persuasion in Family Decision-Making

Rosann L. Spiro · Journal of Consumer Research · 1983 · 223 citations

Social Sciences, Behavioral Sciences, Psychology +14

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