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Salesperson’s personality and relationship quality: Are you a friend or a customer?
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
2012 (English)Conference paper, Presentation (Refereed)
Abstract [en]

This study investigates the quality of buyer-seller relationships from the seller’s perspective, by addressing the influence of salespeople’s personality traits on the quality of the relationships with customers as compared to friends. Results indicate that the personality traits of salespeople influence both of these relationships, but in different ways.

Place, publisher, year, edition, pages
2012.
Research subject
Industrial Marketing
Identifiers
URN: urn:nbn:se:ltu:diva-34311Local ID: 87b047cb-ca66-4bc7-875b-59fe5c143c30OAI: oai:DiVA.org:ltu-34311DiVA: diva2:1007561
Conference
AMA Summer Marketing Educators' Conference : 17/08/2012 - 19/08/2012
Note
Godkänd; 2012; 20120823 (skepei)Available from: 2016-09-30 Created: 2016-09-30Bibliographically approved

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Peighambari, KavehSattari, SetayeshStyvén, Maria EkBäckström, Lars
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ReferencesLink to record
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