The DOI matches its Crossref record; 34 of the 34 references it cites were found in a registry or an index.
Communication Style in the Salesperson-Customer Dyad
Abstract
The authors report a study designed to evaluate the use of communication style by salespeople and their customers. Using a paradigm suggested by Sheth in which the communication styles of customers and salespeople are categorized as task oriented, interaction oriented, or self oriented, they assess whether communication styles are related to sales. They first develop scales to measure these styles and then test whether the styles affect the sales outcome. The results suggest that communication styles are a determinant of the success of the sales interaction.
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Cites
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Applied Linear Statistical Models.
Barnett, V., Neter, J., & Wasserman, W. (1975) · Journal of the Royal Statistical Society. Series A (General) · doi:10.2307/2984653 · Cited by 2,286
(2017) · The SAGE Encyclopedia of Industrial and Organizational Psychology, 2nd edition · doi:10.4135/9781483386874.n283 · Cited by 1,412
Effectiveness in Sales Interactions: A Contingency Framework
Weitz, B. A. (1981) · Journal of Marketing · doi:10.1177/002224298104500109 · Cited by 736
Consumer and Industrial Buying Behavior
Vinson, D. E., Woodside, A. G., Sheth, J. N., & Bennett, P. D. (1978) · Journal of Marketing · doi:10.2307/1250551 · Cited by 607
A Set of Categories for the Analysis of Small Group Interaction
Bales, R. F. (1950) · American Sociological Review · doi:10.2307/2086790 · Cited by 566
The order of presentation in persuasion
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Significance of posture and position in the communication of attitude and status relationships.
Mehrabian, A. (1969) · Psychological Bulletin · doi:10.1037/h0027349 · Cited by 483
Leadership, Psychology, and Organizational Behavior
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Brock, T. C. (1965) · Journal of Personality and Social Psychology · doi:10.1037/h0022081 · Cited by 356
Cited by
Janson, A. (2023) · Computers in Human Behavior · doi:10.1016/j.chb.2023.107954 · Cited by 187
How Salespeople Build Quality Relationships:
Boles, J. S., Johnson, J. T., & Barksdale, H. C. (2000) · Journal of Business Research · doi:10.1016/s0148-2963(98)00078-2 · Cited by 173
Cai, N., Gao, S., & Yan, J. (2024) · Humanities and Social Sciences Communications · doi:10.1057/s41599-024-03212-0 · Cited by 86
Cheng, Z., Fan, W., Shao, B., Jia, W., & Zhang, Y. (2024) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2023.103585 · Cited by 45
Metadata
- Authors
- Williams, K. C., & Spiro, R. L.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1985-11
- Volume
- 22
- Issue
- 4
- Pages
- 434-442
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2018364116
- Cited by
- 317
- References
- 34
- FWCI
- 2.66
- Type
- journal article
- Language
- en
- Open access
- closed
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- Williams, K. C., & Spiro, R. L. (1985). Communication Style in the Salesperson-Customer Dyad. Journal of Marketing Research. https://doi.org/10.1177/002224378502200408
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.
