The Effects of Perceived Customer Dependence on Salesperson Influence Strategies
Volume: 30, Issue: 4, Pages: 327 - 341
Published: Sep 1, 2010
Abstract
A national random sample of industrial salespeople was surveyed to examine the relationships among perceived customer dependence, cooperative motivational orientation, influence strategies, and sales performance. Results indicated that perceived customer dependence was positively related to sales performance. Perceived customer dependence also predicted influence strategies for closed influencers, noninfluencers, and combination influencers....
Paper Details
Title
The Effects of Perceived Customer Dependence on Salesperson Influence Strategies
Published Date
Sep 1, 2010
Volume
30
Issue
4
Pages
327 - 341
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