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Journal of Personal Selling & Sales Management Volume 6, 1986 - Issue 2: Special Issue: Implications and Applications for the Practicing Professional
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Original Articles

The Selling of Services: A Comprehensive Model

William R. George William R. George is Professor of Marketing, Villanova University, Villanova, PA. He received his Ph.D. at the University of Georgia. Dr. George's research and consulting focus exclusively on the marketing of services. He has published in the Journal of Health Care Marketing, Journal of Marketing, Journal of Retailing, Business Horizons, Journal of Accountancy, The CPA Journal, Journal of the Academy of Marketing Sciences, and other leading periodicals. He has been active in the American Marketing Association at the national level in several capacities: Co-chair of Special Conference on Services Marketing (1981), Special Task Force on Services Marketing which established a separate division for Services Marketing (1981–82), Co- chair of Symposium on Developing New Services (1983) and presenter at the Faculty Consortium on Services Marketing (1985).
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J. Patrick Kelly J. Patrick Kelly is the K-Mart Professor of Marketing at Wayne State University. He received his Ph.D. from the University of Illinois in 1972. His empirical research has been extensive in the areas of in-store signing, retail store productivity, retail store sales forecasting, retailing of services, and marketing strategies for the photographic industry. Publication of this research has appeared in The Journal of Business Forecasting, Business, The Journal of Retailing, Management Accounting, The Journal of Marketing, and The Journal of Advertising.
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Claudia E. Marshall Claudia E. Marshall is Vice President of Corporate Marketing and Communications Services, The Travelers Companies. She holds an M.A., Michigan State University; M.B.A., New York University. Ms. Marshall is responsible for corporate and product advertising for the Corporation, sales promotion, public relations, employee communications, direct response communications, and financial communications. Ms. Marshall began her career at the IBM Corporation. Prior to joining The Travelers, she was Vice President of the Chase Manhattan Bank, where she held marketing positions in the consumer, international, and institutional businesses. She has published in the Journal of Consumer Marketing, Training and Development Journal and other marketing publications.
Pages 29-37 | Published online: 24 Oct 2013

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David E. Fleming, Andrew B. Artis, Eric G. Harris & Paul J. Solomon. (2018) THE IMPACT OF PERCEIVED CORPORATE AFFINITY FOR TECHNOLOGY ON SERVICE OUTCOMES: A SIGNALING THEORY PERSPECTIVE. Journal of Marketing Theory and Practice 26:3, pages 230-245.
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DavidA. Reid & RichardE. Plank. (2000) Business Marketing Comes of Age: A Comprehensive Review of the Literature. Journal of Business-to-Business Marketing 7:2-3, pages 9-186.
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AlanJ. Dubinsky, RolphE. Anderson & Rajiv Mehta. (1999) Selection, Training, and Performance Evaluation of Sales Managers: An Empirical Investigation. Journal of Business-to-Business Marketing 6:3, pages 37-69.
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