Salesperson’s personality and relationship quality: Are you a friend or a customer?
2012 (English)Conference paper, Presentation (Refereed)
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
Research subject Industrial Marketing
IdentifiersURN: urn:nbn:se:ltu:diva-34311Local ID: 87b047cb-ca66-4bc7-875b-59fe5c143c30OAI: oai:DiVA.org:ltu-34311DiVA: diva2:1007561
AMA Summer Marketing Educators' Conference : 17/08/2012 - 19/08/2012
Godkänd; 2012; 20120823 (skepei)2016-09-302016-09-30Bibliographically approved