Review paper
Relational selling: Past, present and future
Abstract
Relational selling is at a crossroads: Some trends undermine salespeople's ability to build strong relationships (e-commerce, buying norms), but others emphasize the importance of such links (services, solutions). To anticipate the future of relational selling, this comprehensive review of research and practice seeks to clarify the impact of the changing conditions. Specifically, this study assesses relational selling from three perspectives....
Paper Details
Title
Relational selling: Past, present and future
Published Date
Feb 1, 2018
Volume
69
Pages
169 - 184
Citation AnalysisPro
You’ll need to upgrade your plan to Pro
Looking to understand the true influence of a researcher’s work across journals & affiliations?
- Scinapse’s Top 10 Citation Journals & Affiliations graph reveals the quality and authenticity of citations received by a paper.
- Discover whether citations have been inflated due to self-citations, or if citations include institutional bias.
Notes
History