Rapport building during retail encounters with embarrassed clients-Reference-Cited by-同舟云学术

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Rapport building during retail encounters with embarrassed clients

Published:2021-05-21 Issue:4 Volume:41 Page:330-350
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

d’Abreu Iracema Medeiros¹^ORCID,Troccoli Irene Raguenet²^ORCID,Sauerbronn João Felipe Rammelt³^ORCID

Affiliation:

1. Universidade Estácio de Sá, Avenida Presidente Vargas, 642 – 22º andar, Rio de Janeiro, Rio de Janeiro, Brazil

2. Fundação Getulio Vargas (FGV/Ebape), Rua Jornalista Orlando Dantas, 30, 2° andar, Rio de Janeiro, Rio de Janeiro, Brazil

3. Universidade do Grande Rio (Unigranrio), Rua Professor José de Souza Herdy, 1160, Duque de Caxias, Rio de Janeiro, Brazil

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2021.1925127

Reference188 articles.

1. Salesperson Empathy and Listening: Impact on Relationship Outcomes

2. Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager

3. Examining the effect of salesperson service behavior in a competitive context

4. A contingency model of “Face” loss in service encounters: an Eastern cultural context

5. DISTINGUISHING THE EFFECTS OF FUNCTIONAL AND DYSFUNCTIONAL CONFLICT ON STRATEGIC DECISION MAKING: RESOLVING A PARADOX FOR TOP MANAGEMENT TEAMS.

Cited by 5 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. The Role of Sales Personnel Empathy and Customer-oriented Behaviour on Female Consumers’ Emotions and Satisfaction: An Empirical Analysis;FIIB Business Review;2024-04-16

2. Salesperson rapport: a literature review and research agenda for an evolving digital sales process;Journal of Personal Selling & Sales Management;2023-08-22

3. How does rapport impact knowledge transfer from older to younger employees? The moderating role of supportive climate;Frontiers in Psychology;2022-12-07

4. Why do you look familiar? - Exploring the role of employee-customer identification in adapting the service offering;International Journal of Bank Marketing;2022-09-08

5. Within sniffing distance: impact of ambient scent and physical distancing on consumer comfort with frontline employees;Journal of Personal Selling & Sales Management;2022-03-24

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