"Pullins, Ellen" - Selaus tekijän mukaan Julkaisut
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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 ... -
Tell me more: How salespeople encourage customer disclosure
(Emerald, 2020)This paper explores salesperson-customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure tactics, and to explore whether certain tactics are more likely ...
