Delpechitre, Duleep; Rutherford, Brian Nicholas; Comer, … - In: Journal of Business & Industrial Marketing 34 (2019) 2, pp. 374-388
Purpose: The purpose of this study is to examine the impact of salesperson empathy, both cognitive and affective, on business-to-business buyer-salesperson relational outcomes. Specifically, the direct impact of empathy is examined in relation to both the salesperson’s communication ability...