Salesperson communication effectiveness in a digital sales interaction

Volume: 90, Pages: 106 - 112
Published: Oct 1, 2020
Abstract
null null B2B buyers are exhibiting an increased preference to transact digitally with vendors. A topic which has yet to receive sufficient academic attention in this modern selling environment is salesperson communication effectiveness. Accordingly, this article: 1) defines digital sales interactions (DSIs) as technology-enabled, face-to-face buyer-seller exchanges; 2) proposes a typology of DSIs to set the stage to examine salesperson...
Paper Details
Title
Salesperson communication effectiveness in a digital sales interaction
Published Date
Oct 1, 2020
Volume
90
Pages
106 - 112
Citation AnalysisPro
  • 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.