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.



Citation:

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.

Authors

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



Volume

NA - Advances in Consumer Research Volume 31 | 2004



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