Empathy, nonverbal immediacy, and salesperson performance : the mediating role of adaptive selling behavior
Yam B. Limbu and C. Jayachandran (Department of Marketing, Feliciano School of Business, Montclair State University, Montclair, New Jersey, USA), Barry J. Babin (Department of Marketing and Analysis, Louisiana Tech University, Ruston, Louisiana, USA), and Robin T. Peterson (Department of Marketing, College of Business Administration and Economics, New Mexico State University, Las Cruces, New Mexico, USA)
| Year of publication: |
2016
|
|---|---|
| Authors: | Limbu, Yam B. ; Jayachandran, Chinnappa Naidu ; Babin, Barry J. ; Peterson, Robin T. |
| Published in: |
The journal of business & industrial marketing. - Bingley : Emerald Publishing Limited, ISSN 0885-8624, ZDB-ID 649550-3. - Vol. 31.2016, 5, p. 654-667
|
| Subject: | Outcome performance | Adaptive selling behaviour | Empathic concern | Nonverbal immediacy | Perspective taking empathy | Relationship performance | Verkaufspersonal | Salespeople | Emotion | Beziehungsmarketing | Relationship marketing | Arbeitsleistung | Job performance | Unternehmenserfolg | Firm performance | Verkauf | Selling | Performance-Messung | Performance measurement | Verhaltensökonomik | Behavioral economics |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/JBIM-03-2015-0048 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011564327