search query: @author Strutton, D. / total: 11
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| Author: | Strutton, D. Pelton, L. E. |
| Title: | Effects of ingratiation on lateral relationship quality within sales team settings |
| Journal: | Journal of Business Research
1998 : SEP, VOL. 43:1, p. 1-12 |
| Index terms: | Sales Quality Salespeople Team work |
| Language: | eng |
| Abstract: | The article examines the effect of sales professionals usage of ingratiation to influence their colleagues in pursuit of personal benefits. Investigation of the nature of the ingratiatory influence tactics used by salespeople. Effect which the use of these tactics has on the quality of lateral relationships, relations btw. the lateral interpersonal attachment presents within team selling units and several of the ingratiatory influence tactics used in the study. |
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