Salesmen-customer interaction: An experimental approach

Michael Etgar; Arun K. Jain; Manoj K. Agarwal

doi:10.1007/BF02721817

Salesmen-customer interaction: An experimental approach

Michael Etgar
, Arun K. Jain
, Manoj K. Agarwal

School of Management Acad

Binghamton University

SUNY Buffalo

Research output: Contribution to journal › Article › peer-review

Abstract

The interaction between customers and salesmen often determines the final outcome of a retail transaction. Salesmen often use various cues about potential customer's byuing intentions in designing their sales presentation strategies. This study examines nonprice aspects of salesmen-customer interaction utilizing an experimental design. The results of the study show that salesmen respond differently to prospects with different characteristics.

Original language	English
Pages (from-to)	1-11
Number of pages	11
Journal	Journal of the Academy of Marketing Science
Volume	6
Issue number	1-2
DOIs	https://doi.org/10.1007/BF02721817
State	Published - Dec 1978

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title = "Salesmen-customer interaction: An experimental approach",

abstract = "The interaction between customers and salesmen often determines the final outcome of a retail transaction. Salesmen often use various cues about potential customer's byuing intentions in designing their sales presentation strategies. This study examines nonprice aspects of salesmen-customer interaction utilizing an experimental design. The results of the study show that salesmen respond differently to prospects with different characteristics.",

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AB - The interaction between customers and salesmen often determines the final outcome of a retail transaction. Salesmen often use various cues about potential customer's byuing intentions in designing their sales presentation strategies. This study examines nonprice aspects of salesmen-customer interaction utilizing an experimental design. The results of the study show that salesmen respond differently to prospects with different characteristics.

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Salesmen-customer interaction: An experimental approach

Abstract

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