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dc.contributor.authorHemphill, E.en
dc.contributor.authorDubelaar, C.en
dc.contributor.authorGoodman, S.en
dc.contributor.authorGeursen, G.en
dc.identifier.citationAmerican Marketing Association Winter Educators Conference, Marketing Theory and Applications, Proceedings 2005 / K. Seiders and G. Voss (eds.): pp.242-252en
dc.description.abstractThis 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.statementofresponsibilityElizabeth Hemphill, Chris Dubelaar, Steven Goodman and Gus Geursenen
dc.publisherAmerican Marketing Association (AMA)en
dc.rightsCopyright © 2010 MarketingPoweren
dc.titleInteraction between the salesperson and customer: A framework for improving the sales outcomeen
dc.typeConference paperen
dc.contributor.conferenceAmerican Marketing Association Winter Educators Conference (2005 : San Antonio, USA)en
pubs.library.collectionBusiness School publicationsen
dc.identifier.orcidGoodman, S. [0000-0002-6566-2633]en
Appears in Collections:Business School publications

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