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Managing prospect affiliation and rapport in real-life sales encounters
16 references·16 citing·28 second hopsampled
Managing prospect affiliation and rapport in real-life sales encounters (2003)Managing prospect affiliation and rapport…Garfinkel and Ethnomethodology (2014)Garfinkel and EthnomethodologyFBI Law Enforcement Bulletin (2009)FBI Law Enforcement BulletinLectures on Conversation (1995)Lectures on ConversationLectures on Conversation (1995)Lectures on ConversationThe Nature of Rapport and Its Nonverbal Correlates (1990)The Nature of Rapport and Its…A Social Psychologist Discovers Chicago Sociology (1989)A Social Psychologist Discove…Coordinated movement and rapport in teacher-student interactions (1988)Coordinated movement and rapp…Subsequent versions of invitations, offers, requests, and proposals dealing with potential or actual rejection (1985)Subsequent versions of invita…Structures of Social Action (1985)Structures of Social ActionOn some questions and ambiguities in conversation (1985)On some questions and ambigui…Agreeing and disagreeing with assessments: some features of preferred/dispreferred turn shapes (1985)Agreeing and disagreeing with…A simplest systematics for the organization of turn-taking for conversation (1974)A simplest systematics for th…A simplest systematics for the organization of turn-taking for conversation (1974)A simplest systematics for th…Interaction Ritual: Essays on Face-to-Face Behavior. (1968)Interaction Ritual: Essays on…The Significance of Posture in Communication Systems † (1964)The Significance of Posture i…The Presentation of Self in Everyday Life. (1956)The Presentation of Self in E…Salesperson rapport: a literature review and research agenda for an evolving digital sales process (2023)Salesperson rapport: a litera…Exploring the effectiveness of hotel management's responses to negative online comments (2018)Exploring the effectiveness o…The influence of service employees’ nonverbal communication on customer-employee rapport in the service encounter (2017)The influence of service empl…Rapport building in authentic B2B sales interaction (2017)Rapport building in authentic…Giving offense and making amends: How hotel management attempts to manage rapport with dissatisfied customers (2017)Giving offense and making ame…Customer query handling in sales interactions (2017)Customer query handling in sa…The antecedents and consequences of humour for service (2016)The antecedents and consequen…Discursive Self in Microblogging: Speech Acts, Stories and Self-Praise (2016)Discursive Self in Microblogg…Discursive Self in Microblogging (2016)Discursive Self in Microblogg…The Dynamics of Auction: Social Interaction and the Sale of Fine Art and Antiques (2012)The Dynamics of Auction: Soci…Other Ways: Landscapes of Commuting (2012)Other Ways: Landscapes of Com…Identifying Optimal Rapport-Building Behaviors In Inducing Patrons’ Emotional Attachment In Luxury Restaurants (2012)Identifying Optimal Rapport-B…Interviewing parents of children in care: Perspectives, discourses and accountability (2010)Interviewing parents of child…Ordering competition: the interactional accomplishment of the sale of art and antiques at auction (2007)Ordering competition: the int…Rapport Management during the Exploration Phase of the Salesperson–Customer Relationship (2006)Rapport Management during the…Responding to the Double Implication of Telemarketers’ Opinion Queries (2004)Responding to the Double Impl…PSYCHOLOGICAL CONDITIONS OF PERSONAL ENGAGEMENT AND DISENGAGEMENT AT WORK. (1990)Framing Processes and Social Movements: An Overview and Assessment (2000)Users of the world, unite! The challenges and opportunities of Social Media (2009)Being and Nothingness (2022)Sequencing in Conversational Openings 1 (1968)Studies in Ethnomethodology. (1968)Opening up Closings (1973)The Preference for Self-Correction in the Organization of Repair in Conversation (1977)Grounding in communication. (1991)What Is Agency? (1998)Professional Vision (1994)Discourse Analysis as Theory and Method (2002)Identity and interaction: a sociocultural linguistic approach (2005)Using thematic analysis in psychology (2006)A Theory of Structure: Duality, Agency, and Transformation (1992)Manifesto for a Relational Sociology (1997)The mobile connection: the cell phone's impact on society (2004)Positioning and Interpretative Repertoires: Conversation Analysis and Post-Structuralism in Dialogue (1998)Action and embodiment within situated human interaction (2000)Collective Identity Formation and the International State (1994)Identity construction on Facebook: Digital empowerment in anchored relationships (2008)Taking risky opportunities in youthful content creation: teenagers' use of social networking sites for intimacy, privacy and self-expression (2008)NARRATING THE SELF (1996)Overlapping talk and the organization of turn-taking for conversation (2000)Avoiding Ableist Language: Suggestions for Autism Researchers (2020)Doing Gender (1987)Communication Theory as a Field (1999)Language style as audience design (1984)
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References

  • 1956The Presentation of Self in Everyday Life.25,991 cited
  • 1974A simplest systematics for the organization of turn-taking for conversation11,342 cited
  • 1974A simplest systematics for the organization of turn-taking for conversation8,708 cited
  • 1968Interaction Ritual: Essays on Face-to-Face Behavior.7,499 cited
  • 1989A Social Psychologist Discovers Chicago Sociology7,179 cited
  • 1995Lectures on Conversation5,393 cited
  • 1985Structures of Social Action4,171 cited
  • 1985Agreeing and disagreeing with assessments: some features of preferred/dispreferred turn shapes3,426 cited
  • 1995Lectures on Conversation2,312 cited
  • 2014Garfinkel and Ethnomethodology2,257 cited
  • 1990The Nature of Rapport and Its Nonverbal Correlates960 cited
  • 2009FBI Law Enforcement Bulletin592 cited
  • 1988Coordinated movement and rapport in teacher-student interactions590 cited
  • 1964The Significance of Posture in Communication Systems †565 cited
  • 1985On some questions and ambiguities in conversation526 cited
  • 1985Subsequent versions of invitations, offers, requests, and proposals dealing with potential or actual rejection

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430 cited

Cited by

  • 2017Rapport building in authentic B2B sales interaction109 cited
  • 2012Identifying Optimal Rapport-Building Behaviors In Inducing Patrons’ Emotional Attachment In Luxury Restaurants98 cited
  • 2016The antecedents and consequences of humour for service80 cited
  • 2007Ordering competition: the interactional accomplishment of the sale of art and antiques at auction69 cited
  • 2006Rapport Management during the Exploration Phase of the Salesperson–Customer Relationship68 cited
  • 2016Discursive Self in Microblogging65 cited
  • 2017The influence of service employees’ nonverbal communication on customer-employee rapport in the service encounter65 cited
  • 2017Giving offense and making amends: How hotel management attempts to manage rapport with dissatisfied customers64 cited
  • 2012The Dynamics of Auction: Social Interaction and the Sale of Fine Art and Antiques56 cited
  • 2017Customer query handling in sales interactions47 cited
  • 2010Interviewing parents of children in care: Perspectives, discourses and accountability42 cited
  • 2018Exploring the effectiveness of hotel management's responses to negative online comments41 cited
  • 2004Responding to the Double Implication of Telemarketers’ Opinion Queries35 cited
  • 2012Other Ways: Landscapes of Commuting32 cited
  • 2016Discursive Self in Microblogging: Speech Acts, Stories and Self-Praise28 cited
  • 2023Salesperson rapport: a literature review and research agenda for an evolving digital sales process26 cited