Adelaide Research & Scholarship
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https://hdl.handle.net/2440/58179
| Type: | Conference paper |
| Title: | Interaction between the salesperson and customer: A framework for improving the sales outcome |
| Author: | Hemphill, E. Dubelaar, C. Goodman, S. Geursen, G. |
| Citation: | American Marketing Association Winter Educators Conference, Marketing Theory and Applications, Proceedings 2005 / K. Seiders and G. Voss (eds.): pp.242-252 |
| Publisher: | American Marketing Association (AMA) |
| Publisher Place: | Online |
| Issue Date: | 2005 |
| Conference Name: | American Marketing Association Winter Educators Conference (2005 : San Antonio, USA) |
| Statement of Responsibility: | Elizabeth Hemphill, Chris Dubelaar, Steven Goodman and Gus Geursen |
| 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. |
| Rights: | Copyright © 2010 MarketingPower |
| Description (link): | http://www.marketingpower.com/Community/ARC/Pages/Connections/Conferences/Winter2005/default.aspx |
| Appears in Collections: | Aurora harvest Business School publications |
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