Industrial buyers' perception of effective selling'.

The most fundamental aspect of commerce is interaction between buyers and sellers. Accordingly, the psychological study of selling techniques can be considered as old as trade. This study investigated two categories of selling techniques composed of 17 objection-addressing and 13 sale-dosing strategies. Reported are survey responses from 242 industrial buyers, frequent targets of selling techniques, who were asked to identify which technique from each category they associated with salespersons' effective selling behavior.

Reduction of bis

The reduction of symmetric, fully-substituted titanocene dichlorides bearing two pendant omega-alkenyl groups, [TiCl2(eta5-C5Me4R)2], R = CH(Me)CH= CH2 (1a). (CH2)2CH=CH2 (1b) and (CH2)3CH=CH2 (1c), by magnesium in tetrahydrofuran affords bis(cyclopentadienyl)titanacyclopentanes [Ti(IV)[eta1:eta1: eta5:eta5-C5Me4CH(Me)CH(Ti)CH2CH(CH2(Ti))CH(Me)C5Me4]] (2a), [Ti(IV)[eta1:eta1:eta5: eta5-C5Me4(CH2)2CH(Ti)(CH2)2CH(Ti)(CH2)2C5Me4]] (2b) and [Ti(IV)[eta1:eta1:eta5:eta5-C5Me4(CH2)2CH(Ti)CH(Me)CH(Me)CH(Ti)(CH2)2C5Me4]](2c), respectively, as the products of oxidative coupling of the double bonds across a titanocene intermediate. For the case of complex 1c, a product of a double bond isomerisation is obtained owing to a preferred formation of five-membered titanacycles. The reaction of the titanacyclopentanes with PbCl2 recovers starting materials 1a from 2a and 1b from 2b, but complex 2c affords, under the same conditions, an isomer of 1c with a shifted carbon - carbon double bond, [TiCl[eta5-C5Me4(CH2CH2CH=CHMe)]2] (1c'). The titanacycles 2a-c can be opened by HCl to give ansa-titanocene dichlorides ansa-[[eta5:eta5-C5Me4CH(Me)CH2CH2CH(Me)CH(Me)C5Me4]TiCl2] (3a), ansa-[[eta5:eta5-C5Me4(CH2)8C5Me4]TiCl2] (3b), along with a minor product ansa-[[eta5:eta5-C5Me4CH2CH=CH(CH2)5C5Me4]TiCl2] (3b'), and ansa-[[eta5:eta5-CsMe4(CH2)3CH(Me)CH(Me)CH=CHCH2C5Me4]TiCl2] (3c), respectively, with the bridging aliphatic chain consisting of five (3a) and eight (3b, 3b' and 3c) carbon atoms. The course of the acidolysis changes with the nature of the pendant group; while the cyclopentadienyl ring-linking carbon chains in 3a and 3b are fully saturated, compounds 3c and 3b' contain one asymetrically placed carbon-carbon double bond, which evidently arises from the beta-hydrogen elimination that follows the HCl addition.

Relationship of birth order and the marketing-related variable of materialism.

The relationship between the birth order and materialism scores was investigated using materialism conceptualized as a consumer value. Data were collected from 275 alumni of a major southwestern university. The analysis indicated that first-borns in this sample scored significantly lower on materialism than younger siblings.

Salespersons' weight and ratings of characteristics related to effectiveness of selling.

A study was conducted to examine the effects of a salesperson's weight and the interaction of weight with sex on a variety of positive personal characteristics which have been previously established. 243 purchasing agents provided data on 410 male and female salespeople who were then divided into two groups by weight. Analyses of variance were conducted using weight and sex as the independent variables and a variety of personal characteristics as dependent variables. The analysis suggested that the weight and sex of a salesperson are related to several personal characteristics.