search query: @author Strutton, D. / total: 11
reference: 10 / 11
| Author: | Strutton, D. Pelton, L. Lumpkin, J. |
| Title: | Sex differences in ingratiatory behavior: an investigation of influence tactics in the salesperson-customer dyad |
| Journal: | Journal of Business Research
1995 : SEP, VOL. 34:1, p.35-46 |
| Index terms: | SEX BEHAVIOURAL SCIENCE SALES PROMOTION SALESMEN |
| Language: | eng |
| Abstract: | Ingratiatory influence tactics have existed since the beginning of time. Other disciplines have recently demonstrated considerable interest in ingratiatory tactics and consequences, yet the topic has received no empirical attention from sales researchers. This study addresses this shortfall by identifying the specific ingratiatory tactics salespeople use in their efforts to influence prospects and customers, and measures differences in the degree to which these tactics aroused by male and female salespersons. |
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