Relational Listening and Impression Management in Salesperson-Customer Relationships

Avinash Malshe, University of Nebraska-Lincoln
Susie Pryor, University of NebraskaBLincoln
EXTENDED ABSTRACT - This paper reports on a qualitative study that investigates how salesperson-customer relationships are affected by the listening behaviors exhibited by salespersons, impression management strategies employed, and the interaction between these.
[ to cite ]:
Avinash Malshe and Susie Pryor (2004) ,"Relational Listening and Impression Management in Salesperson-Customer Relationships", in NA - Advances in Consumer Research Volume 31, eds. Barbara E. Kahn and Mary Frances Luce, Valdosta, GA : Association for Consumer Research, Pages: 477-478.