haku: @indexterm ENCOUNTER GROUPS / yhteensä: 9
viite: 2 / 9
| Tekijä: | Evans, K. Kleine, R. |
| Otsikko: | How first impressions of a customer impact effectiveness in an initial sales encounter |
| Lehti: | Journal of the Academy of Marketing Science
2000 : FALL, VOL. 28:4, p. 512-526 |
| Asiasana: | CUSTOMERS EFFECTIVENESS SALES ENCOUNTER GROUPS |
| Kieli: | eng |
| Tiivistelmä: | First impressions of others affect both the content and outcomes of a variety of interpersonal encounters. In sales encounters, a salesperson's first impressions of a customer provide a starting point for probing customer needs and for adapting to those needs. This implies that salesperson effectiveness in an initial sales encounter is associated - at least in part - with a salesperson's first impression of the customer. |
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