Salesperson rapport: a literature review and research agenda for an evolving digital sales process-Reference-Cited by-同舟云学术

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Salesperson rapport: a literature review and research agenda for an evolving digital sales process

Published:2023-08-22 Issue:4 Volume:43 Page:245-269
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Good Valerie¹^ORCID,Mangus Stephanie M.²^ORCID,Bolman Pullins Ellen³^ORCID

Affiliation:

1. Department of Marketing Seidman College of Business, Grand Valley State University, Grand Rapids, Michigan, USA

2. Hankamer School of Business, Baylor University, Waco, Texas, USA

3. John B. and Lillian E. Neff College of Business and Innovation, Toledo, Ohio, USA

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2023.2236483

Reference130 articles.

1. Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness

2. The future of buyer–seller interactions: a conceptual framework and research agenda

3. Linking pre-meeting communication to meeting effectiveness

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

5. Who do I look at? Mutual gaze in triadic sales encounters

Cited by 4 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. Lonely and Insecure: How salesperson Well-Being impacts performance;Journal of Business Research;2024-11

2. The nine habits of highly effective researchers: strategies for strengthening scholarly submissions;Journal of Personal Selling & Sales Management;2024-03-12

3. Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange;Journal of Personal Selling & Sales Management;2024-02-16

4. Creating tension in sales research;Journal of Personal Selling & Sales Management;2024-01-02

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