The impact of salesperson credibility-building statements on later stages of the sales encounter
Aaron Arndt, Kenneth Evans, Timothy D. Landry and Sarah Mady
| Year of publication: |
2014
|
|---|---|
| Authors: | Arndt, Aaron ; Evans, Kenneth R. ; Landry, Timothy D. ; Mady, Sarah ; Pongpatipat, Chatdanai |
| Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 34.2014, 1, p. 19-32
|
| Subject: | salesperson credibility | customer objections | expertise | benevolence | Verkaufspersonal | Salespeople | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | Glaubwürdigkeit | Credibility |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10010338159