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Effectiveness in Sales Interactions: A Contingency Framework
Abstract
A new approach for research on effectiveness in sales interactions is proposed. This approach is based on considering the moderating effect of the salesperson's resources, the customer's buying task, and the customer-salesperson relationship. A contingency framework is presented and research directions related to the framework are suggested.
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Cited by
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Relationship Quality in Services Selling: An Interpersonal Influence Perspective
Crosby, L. A., Evans, K. R., & Cowles, D. (1990) · Journal of Marketing · doi:10.1177/002224299005400306 · Cited by 4,763
A Role Theory Perspective on Dyadic Interactions: The Service Encounter
Solomon, M. R., Surprenant, C., Czepiel, J. A., & Gutman, E. G. (1985) · Journal of Marketing · doi:10.2307/1251180 · Cited by 2,004
MacKenzie, S. B., Podsakoff, P. M., & Fetter, R. (1991) · Organizational Behavior and Human Decision Processes · doi:10.1016/0749-5978(91)90037-t · Cited by 807
Interfirm Influence Strategies and Their Application within Distribution Channels
Frazier, G. L., & Summers, J. O. (1984) · Journal of Marketing · doi:10.1177/002224298404800305 · Cited by 601
Metadata
- Authors
- Weitz, B. A.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1981-01
- Volume
- 45
- Issue
- 1
- Pages
- 85-103
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2115922855
- Cited by
- 736
- References
- 0
- FWCI
- 8.49
- Type
- journal article
- Language
- en
- Open access
- closed
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- Weitz, B. A. (1981). Effectiveness in Sales Interactions: A Contingency Framework. Journal of Marketing. https://doi.org/10.1177/002224298104500109
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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.
