An updated taxonomy of salesperson influence tactics
Author:
Affiliation:
1. Department of Marketing, ESSEC Business School, 3 Ave Bernard Hirsch, 95021 Cergy Pontoise Cedex, CS 50105, France;
2. Center for Professional Selling, Baylor University, Hankamer School of Business, One Bear Place #98007, Waco, Texas 76706, USA
Publisher
Informa UK Limited
Subject
Management of Technology and Innovation,Human Factors and Ergonomics
Link
https://www.tandfonline.com/doi/pdf/10.1080/08853134.2019.1592685
Reference84 articles.
1. Sometimes It Just Feels Right: The Differential Weighting of Affect-Consistent and Affect-Inconsistent Product Information
2. The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?
3. The Proposition-Probability Model of Argument Structure and Message Acceptance
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