Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange-Reference-Cited by-同舟云学术

Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange

Published:2024-02-16 Issue: Volume: Page:1-19
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Arndt Aaron D.¹^ORCID,Epler Rhett²^ORCID,Evans Kenneth³,Ashouri Sama¹

Affiliation:

1. Department of Marketing, Old Dominion University, Strome College of Business, 2055 Constant Hall, Norfolk, Virginia, 23529, USA

2. Department of Marketing, Old Dominion University, Strome College of Business, 2147 Constant Hall, Norfolk, Virginia, 23529, USA

3. Central Oklahoma University, 2501 N Blackwelder, Oklahoma City, Oklahoma, 73106-1493, USA

Publisher

Informa UK Limited

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2023.2300454

Reference104 articles.

1. Psychological status of the script concept.

2. Abelson, Robert P. 1976. “Script Processing in Attitude Formation and Decision Making.” In Cognition and Social Behavior, edited by J. S. Carroll & J. W. Payne. New York, NY: Lawrence Erlbaum.

3. Salesperson Empathy and Listening: Impact on Relationship Outcomes

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

5. Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations

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