Selling

Broadening the Scope of Relationship Selling

Consumers Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent

Cues To Consumer Susceptibility To Salesperson Influence: Implications For Adaptive Retail Selling

Influence tactics for effective adaptive selling

Retail Salespeople’s Mimicry of Customers: Effects on Consumer Behavior

Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions

Synergy with sales: Reexamining the Study of Personal Selling in Business Communication

Use of Closed Influence Tactics by Salespeople: Incidence and Buyer Attributions