Relationship selling behaviors: antecedents and relationship with performance
- UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
- James S. Boles, Professor (Creator)
- Institution
- The University of North Carolina at Greensboro (UNCG )
- Web Site: http://library.uncg.edu/
Abstract: Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a salesperson to perform relationship selling behaviors. Relationship selling behaviors as examined in this study include interaction intensity, mutual disclosure, and cooperative intentions. The study was based on a sample of 487 business-to-business insurance salespeople. Findings indicate that interaction intensity and mutual disclosure have a significant effect on salesperson performance. Cooperative intentions do not influence performance. Results further demonstrate that some demographic criteria appear to be related to a salesperson’s likelihood of engaging in relationship selling.
Relationship selling behaviors: antecedents and relationship with performance
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Created on 12/28/2021
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Additional Information
- Publication
- Journal of Business and Industrial Marketing 15 (2/3, 2000), 141-153
- Language: English
- Date: 2000
- Keywords
- selling, sales methods, business-to-business marketing, relationship marketing