Relational Listening and Impression Management in Salesperson-Customer Relationships

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.


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.


Avinash Malshe, University of Nebraska-Lincoln
Susie Pryor, University of NebraskaBLincoln


NA - Advances in Consumer Research Volume 31 | 2004

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