Browse Archives by Author: (John) Andy Wood
Overcoming the Stigma of Commission-Based Sales
Vinita Sangtani, PhD and John Andy Wood, PhD
Recent polls suggest that the public continues to hold a dim view of the sales profession and to rate commissioned salespeople as dishonest and unethical (Gallup 2006)...
Building Blocks of Trust
John Andy Wood, PhD, James S. Boles, PhD, Wesley Johnston, PhD, and Danny Bellenger, PhD
Agents are often advised, encouraged, and even admonished to gain the trust of the seller, the buyer, or both. This advice is based on a wealth of research that shows...