Salesperson influence tactics and the buying agent purchase decision : mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orientation focus
Year of publication: |
2020
|
---|---|
Authors: | Hartmann, Nathaniel ; Plouffe, Christopher R. ; Kohsuwan, Phanasan ; Cote, Joseph A. |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 87.2020, p. 31-46
|
Subject: | Buying agents | Purchase decision | Regulatory focus | Sales | Salespeople | Trust | Verkaufspersonal | Konsumentenverhalten | Consumer behaviour | Vertrauen | Confidence | Beschaffung | Procurement | Kaufentscheidung |
-
Investigating sales approaches and gender in customer relationships
Wood, John Andy, (2014)
-
Filieri, Raffaele, (2023)
-
Erster Eindruck und Vertrauen im Kaufentscheidungsprozess : eine empirische Analyse
Gehrer, Michael, (2005)
- More ...
-
Plouffe, Christopher R., (2024)
-
Plouffe, Christopher R., (2024)
-
Which influence tactics lead to sales performance? : it is a matter of style
Plouffe, Christopher R., (2014)
- More ...