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Rapport Building for Salespeople: A Neuro-Linguistic Approach
7 references·4 citing·45 second hop
Rapport Building for Salespeople: A Neuro-Linguistic Approach (2013)Rapport Building for Salespeople: A Neuro…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Frogs Into Princes (1979)Frogs Into PrincesThe Unsold Prospect: Dyadic and Attitudinal Determinants (1977)The Unsold Prospect: Dyadic a…The structure of magic: II. (1976)The structure of magic: II.An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad (1976)An Experimental Analysis of a…The structure of magic (1975)The structure of magicThe Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior (1974)The Effect of Salesman Simila…Salesperson rapport: a literature review and research agenda for an evolving digital sales process (2023)Salesperson rapport: a litera…Does managing customer accounts receivable impact customer relationships, and sales performance? An empirical investigation (2021)Does managing customer accoun…Allocation of Salespeople's resources for generating new sales opportunities across four types of customers (2017)Allocation of Salespeople's r…Stimulating and Enhancing Student Learning Through Positive Emotions (2013)Stimulating and Enhancing Stu…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling with AMOS: basic concepts, applications, and programming (2000)Power-Dependence Relations (1962)Self-monitoring of expressive behavior. (1974)The Bases of Social Power (1986)The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels (1991)A Parsimonious Estimating Technique for Interaction and Quadratic Latent Variables (1995)Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis (2006)The psychology of interpersonal relations. (1958)Communicator-recipient similarity and decision change. (1965)THE VALIDITY OF APTITUDE TESTS IN PERSONNEL SELECTION (1973)Bedeutung der Kundenbeteiligung für die Qualitätspolitik von Dienstleistungsunternehmen (1995)What makes sales presentations effective – a buyer‐seller perspective (2012)Strengthening Customer Loyalty through Intimacy and Passion: Roles of Customer-Firm Affection and Customer-Staff Relationships in Services (2020)The Influence of Source Credibility on Communication Effectiveness (1951)The Theory of Buyer Behavior (1971)Foundations of Behavioral Research (1974)Source effects in communication and persuasion research: A meta-analysis of effect size (1993)Online Peer and Editorial Recommendations, Trust, and Choice in Virtual Markets (2005)The Measurement of Meaning (1957)Experimental and Quasi-Experimental Designs for Research (1963)The Handbook of Social Psychology (1969)The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry (1991)Understanding the Domain of Cross-National Buyer-Seller Interactions (1992)The Bases of Power: Origins and Recent Developments (1993)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives (1999)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance (2022)The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling (2022)B2B Buyers' emotions and regulatory focus in justice and switch back decisions (2023)The Discovery of Grounded Theory; Strategies for Qualitative Research (1968)Developing Buyer-Seller Relationships (1987)Qualitative research: Methods in the social sciences (2006)Lonely and Insecure: How salesperson Well-Being impacts performance (2024)Domain Theory: An Introduction to Oganizational Behavior in Human Service Organizations (1979)Trends in counseling and psychotherapy. (1982)Communication in Human-Robot Interaction (2020)Models of Supervision: Choices (1984)Emerging treatments for PTSD (2009)Nonverbal synchrony in psychotherapy: Coordinated body movement reflects relationship quality and outcome. (2011)A perceptual channel for information transfer over kilometer distances: Historical perspective and recent research (1976)Culture and Depression: Studies in the Anthropology and Cross-Cultural Psychiatry of Affect and Disorder (1987)Does psi exist? Replicable evidence for an anomalous process of information transfer. (1994)
this work references cited by second hop

References

  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1974The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior282 cited
  • 1976An Experimental Analysis of a Salesman's Expert and Referent Bases of Social Power in the Buyer-Seller Dyad270 cited
  • 1975The structure of magic219 cited
  • 1979Frogs Into Princes205 cited
  • 1976The structure of magic: II.135 cited
  • 1977The Unsold Prospect: Dyadic and Attitudinal Determinants49 cited

Cited by

  • 2013Stimulating and Enhancing Student Learning Through Positive Emotions46 cited
  • 2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
  • 2023Salesperson rapport: a literature review and research agenda for an evolving digital sales process26 cited
  • 2021Does managing customer accounts receivable impact customer relationships, and sales performance? An empirical investigation21 cited

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