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| Author: | Dolen, W. (et al.) van |
| Title: | Customer-sales employee encounters: a dyadic perspective |
| Journal: | Journal of Retailing
2002 : VOL. 78:4, p. 265-279 |
| Index terms: | CUSTOMER RELATIONS DYADS HUMAN RELATIONS SALESPEOPLE |
| Language: | eng |
| Abstract: | Although researchers have suggested that the performance of the salesperson during sales encounters is critical, many of the underlying mechanisms that govern the interaction between salespersons and customers are still unclear. In this research, the authors investigate sales encounters from a new approach based on the field of research of interpersonal perception. |
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