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Kysymys-vastausjaksot myyjän ja asiakkaan etäneuvottelussa
(AFinLA, 2020)
This paper examines technology-mediated sales interaction in which a prospective customer receives a salesperson’s video call in a research laboratory. The paper focusses on the prospect’s requests for information, the ...
Decision-making in salesperson-customer interaction: Establishing a common ground for obtaining commitment
(John Benjamins Publishing Company, 2021)
Decisions are often made in a two-part sequence, consisting of a proposal by one party and an aligning response from others. While this sequence is well established, less is known about the preparatory work that may precede ...