Effectiveness in Sales Interactions: A Contingency Framework

Barton A. Weitz

736 citations0/0 files storedJournal of Marketing

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Customer Service Quality and Loyalty Marketing and Advertising Strategies Employee Performance and Motivation

Abstract

A new approach for research on effectiveness in sales interactions is proposed. This approach is based on considering the moderating effect of the salesperson's resources, the customer's buying task, and the customer-salesperson relationship. A contingency framework is presented and research directions related to the framework are suggested.

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1962Power-Dependence Relations 1986The Bases of Social Power 1974Self-monitoring of expressive behavior.1973Leadership and Decision-Making 1967Industrial buying and creative marketing 1974The Effect of Salesman Similarity and Expertise on Consumer Purchasing Behavior

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