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https://hdl.handle.net/2440/58179
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DC Field | Value | Language |
---|---|---|
dc.contributor.author | Hemphill, E. | en |
dc.contributor.author | Dubelaar, C. | en |
dc.contributor.author | Goodman, S. | en |
dc.contributor.author | Geursen, G. | en |
dc.date.issued | 2005 | en |
dc.identifier.citation | American Marketing Association Winter Educators Conference, Marketing Theory and Applications, Proceedings 2005 / K. Seiders and G. Voss (eds.): pp.242-252 | en |
dc.identifier.uri | http://hdl.handle.net/2440/58179 | - |
dc.description.abstract | This paper examines the role of disclosure on agency establishment. Structural Equation Modeling reveals the need for salespeople to reach a level of “rapport” for a phase transition prior to any eventual sale. Reaching this level is a key driver of successful outcomes, rather than the negotiating skills. | en |
dc.description.statementofresponsibility | Elizabeth Hemphill, Chris Dubelaar, Steven Goodman and Gus Geursen | en |
dc.description.uri | http://www.marketingpower.com/Community/ARC/Pages/Connections/Conferences/Winter2005/default.aspx | en |
dc.language.iso | en | en |
dc.publisher | American Marketing Association (AMA) | en |
dc.rights | Copyright © 2010 MarketingPower | en |
dc.title | Interaction between the salesperson and customer: A framework for improving the sales outcome | en |
dc.type | Conference paper | en |
dc.contributor.conference | American Marketing Association Winter Educators Conference (2005 : San Antonio, USA) | en |
dc.publisher.place | Online | en |
pubs.publication-status | Published | en |
dc.identifier.orcid | Goodman, S. [0000-0002-6566-2633] | en |
Appears in Collections: | Aurora harvest Business School publications |
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