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The impact of salesperson credibility-building statements on later stages of the sales encounter
16 references·2 citing·47 second hop
The impact of salesperson credibility-building statements on later stages of the sales encounter (2014)The impact of salesperson credibility-bui…Advances in Consumer Research (2025)Advances in Consumer ResearchThe Content Analysis Guidebook (2017)The Content Analysis GuidebookRapport-Building Behaviors Used by Retail Employees (2008)Rapport-Building Behaviors Us…Vigilant against Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knowledge (2007)Vigilant against Manipulation…Guilt appeals: Persuasion knowledge and charitable giving (2007)Guilt appeals: Persuasion kno…Influence Tactics for Effective Adaptive Selling (2006)Influence Tactics for Effecti…The evolution of the seven steps of selling (2004)The evolution of the seven st…Culturally Speaking Second Edition (2000)Culturally Speaking Second Ed…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …An Integrative Model of Organizational Trust (1995)An Integrative Model of Organ…An Integrative Model Of Organizational Trust (1995)An Integrative Model Of Organ…The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…The Nature and Determinants of Customer Expectations of Service (1993)The Nature and Determinants o…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…The Bases of Social Power (1986)The Bases of Social PowerCommunication Style in the Salesperson-Customer Dyad (1985)Communication Style in the Sa…The roles of consumer entitlement, persuasion knowledge, and perceived product knowledge on perceptions of sales pressure (2021)The roles of consumer entitle…An entrepreneurial relationship marketing approach to B2B selling (2017)An entrepreneurial relationsh…The Theory of Social and Economic Organization. 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  • 2021The roles of consumer entitlement, persuasion knowledge, and perceived product knowledge on perceptions of sales pressure15 cited
  • 2017An entrepreneurial relationship marketing approach to B2B selling15 cited