Briggs, Elten; Kalra, Ashish; Agnihotri, Raj - In: Journal of Business & Industrial Marketing 33 (2018) 1, pp. 84-94
Purpose: Although the role of emotions in buyer–seller exchanges is important, it remains understudied, especially in the business-to-business selling context. This paper aims to provide insights into the role of the salespeople’s ability to appraise emotions (EA ability) and its effects on...
