haku: @author Dion, P. / yhteensä: 2
viite: 2 / 2
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| Tekijä: | Dion, P. Easterling, D. Miller, S. J. |
| Otsikko: | What is really necessary in successful buyer/seller relationships? (sales management) |
| Lehti: | Industrial Marketing Management
1995 : JAN, VOL. 24:1, p. 1-9 |
| Asiasana: | |
| Vapaa asiasana: | VERKAUFSABTEILUNG, KUNDE, PSYCHOLOGIE, SOZIOLOGIE |
| Kieli: | eng |
| Tiivistelmä: | This article investigates the impact of personality traits and types and trust on sales outcomes between business to business buyers and sellers. A model is developed depicting the influence of personality similarities and trust on sales performance. It was found that most business to business buyers and sellers were classified into a small number of personality types. Implications of the study findings are discussed. Suggestions for future research are provided. |
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