The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Active Empathetic Listening and Selling Success: A Conceptual Framework
Open accessAbstract
This paper expands on past conceptual models of listening and delineates the attributes of effective listening in the sales encounter. It argues that the most effective level of listening combines ...
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Citations
Cites
The necessary and sufficient conditions of therapeutic personality change.
Rogers, C. R. (1957) · Journal of Consulting Psychology · doi:10.1037/h0045357 · Cited by 5,599
Johnson, J. A., Cheek, J. M., & Smither, R. (1983) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.45.6.1299 · Cited by 161
Cited by
The evolution of the seven steps of selling
Moncrief, W. C., & Marshall, G. W. (2005) · Industrial Marketing Management · doi:10.1016/j.indmarman.2004.06.001 · Cited by 323
The importance of customer’s perception of salesperson’s empathy in selling
Delpechitre, D., Rutherford, B. N., & Comer, L. B. (2019) · Journal of Business & Industrial Marketing · doi:10.1108/jbim-03-2017-0073 · Cited by 59
Self-citation
Metadata
- Authors
- Comer, L. B., & Drollinger, T.
- Venue
- Journal of Personal Selling & Sales Management
- Publisher
- Informa UK Limited
- Published
- 1999-01
- Volume
- 19
- Issue
- 1
- Pages
- 15-29
- ISSN
- 0885-3134 (ISSN-L)
- 1557-7813
- OpenAlex
- W1644058277
- Cited by
- 196
- References
- 2
- FWCI
- 2.40
- Type
- journal article
- Language
- en
- Open access
- hybrid
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- CoChat. (2026). Citation check: Active Empathetic Listening and Selling Success: A Conceptual Framework. https://app.cochat.ai/papers/10.1080/08853134.1999.10754156
- The paper
- Comer, L. B., & Drollinger, T. (1999). Active Empathetic Listening and Selling Success: A Conceptual Framework. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.1999.10754156
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
