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Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants

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  • Spiro, Rosann L
  • Perreault, William D, Jr

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Suggested Citation

  • Spiro, Rosann L & Perreault, William D, Jr, 1979. "Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants," The Journal of Business, University of Chicago Press, vol. 52(3), pages 435-455, July.
    • Handle: RePEc:ucp:jnlbus:v:52:y:1979:i:3:p:435-55
    DOI: 10.1086/296057
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    Citations

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    Cited by:

    1. Alexander Haas, 2006. "Bestimmungsfaktoren des Beratungserfolges: Eine informationsökonomische Betrachtung und empirische Analyse im Handel," Schmalenbach Journal of Business Research, Springer, vol. 58(5), pages 638-664, August.
    2. Strutton, David & Pelton, Lou E. & Lumpkin, James R., 1995. "Sex differences in ingratiatory behavior : An investigation of influence tactics in the salesperson-customer dyad," Journal of Business Research, Elsevier, vol. 34(1), pages 35-45, September.
    3. Sparks, John R. & Areni, Charles S., 2002. "The effects of sales presentation quality and initial perceptions on persuasion: a multiple role perspective," Journal of Business Research, Elsevier, vol. 55(6), pages 517-528, June.
    4. Eric Julienne & Annie Banikema, 2014. "Is it enough to be customer oriented? The ethical use of social influence principles for selling [Suffit-il d'être orienté client ? L'utilisation éthique des principes d'influence sociale dans la v," Post-Print hal-02956892, HAL.
    5. Eric Julienne & Annie Banikema, 2014. "Is it enough to be customer oriented? The ethical use of social influence principles for selling [Suffit-il d'être orienté client ? L'utilisation éthique des principes d'influence sociale dans la v," Grenoble Ecole de Management (Post-Print) hal-02956892, HAL.
    6. Bryan Hochstein & Willy Bolander & Ronald Goldsmith & Christopher R. Plouffe, 2019. "Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?," Journal of the Academy of Marketing Science, Springer, vol. 47(1), pages 118-137, January.

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