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Who do I look at? : mutual gaze in triadic sales encounters

Arndt, Aaron D.; Khoshghadam, Leila; Evans, Kenneth R. - In: Journal of business research : JBR 111 (2020), pp. 91-101

Persistent link: https://www.econbiz.de/10012237782

Selling in an asymmetric retail world : perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention

Rippé, Cindy B.; Weisfeld-Spolter, Suri; Dubinsky, Alan J. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 4, pp. 344-362

Persistent link: https://www.econbiz.de/10011629742

Impact of stereotype threat on sales anxiety

Amin, Mohammad Sakif; Arndt, Aaron D.; Tanner, Emily C. - In: Journal of business research : JBR 154 (2023), pp. 1-10

Persistent link: https://www.econbiz.de/10013468969

A framework for configuring sales support structure

Arndt, Aaron D.; Harkins, Jason - In: Journal of Business & Industrial Marketing 28 (2013) 5, pp. 432-443

Purpose – The aim of this paper is to examine when it is appropriate to provide dedicated support for a sales activity, and in cases where support is desirable, to explore the choice between core team support and external support. Design/methodology/approach – Sales transactions typically...

Persistent link: https://www.econbiz.de/10014843187