Starting conversations with new customers: a research note on the moderating effect of experience on responses to small talk-Reference-Cited by-同舟云学术

Starting conversations with new customers: a research note on the moderating effect of experience on responses to small talk

Published:2022-10-28 Issue: Volume: Page:1-12
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Wiener Hillary J. D.¹^ORCID,Flaherty Karen²,Wiener Josh³

Affiliation:

1. Department of Marketing, University at Albany, State University of New York, 1400 Washington Avenue, Albany, New York, 12222, USA

2. School of Marketing & International Business, Spears School of Business, Oklahoma State University, 471 Business Building, Stillwater, Oklahoma, 74078-4011, USA

3. School of Marketing & International Business, Spears School of Business, Oklahoma State University, 379 Business Building, Stillwater, Oklahoma, 74078-4011, USA

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2022.2128813

Reference79 articles.

1. The influence of C2C communications in online brand communities on customer purchase behavior

2. The role of salesperson communication in luxury selling

3. Dimensions of Consumer Expertise

4. The 30‐Sec Sale: Using Thin‐Slice Judgments to Evaluate Sales Effectiveness

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