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Research article

First published 2018-7

Specialist Competitor Referrals: How Salespeople can Use Competitor Referrals for Nonfocal Products to Increase Focal Product Sales

Simon J. Blanchard, Mahima Hada, Kurt A. Carlson

Journal of Marketing

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Research article

First published 1976-10

Effectiveness of Varying Sales Style on Consumer Orientations

T.V. Rao, Sasi Misra

Vikalpa: The Journal for Decision Makers

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Research article

First published 2006-10

Talk is Cheap: On the Usability Advice Salespeople offer to Older Consumers

Andra Bush, C. Melody Carswell, Michelle Corman [...]

Proceedings of the Human Factors and Ergonomics Society Annual Meeting

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Research article

First published 2024

The Role of Sales Personnel Empathy and Customer-oriented Behaviour on Female Consumers’ Emotions and Satisfaction: An Empirical Analysis

Sivakumari Supramaniam, Surej P John, Sanjaya Singh Gaur

FIIB Business Review

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Research article

First published 2012-10

Role of Reference Price on Price and Quantity: Insights from Business-to-Business Markets

Hernan A. Bruno, Hai Che, Shantanu Dutta

Journal of Marketing Research

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Research article

First published 2007-07

Effects of Psychological and Physical Self-Image on Perceptions of Salesperson Performance and Nonstore Shopping Intention

Wi-Suk Kwon, Nancy A. Rudd

Clothing and Textiles Research Journal

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Research article

First published 2025-12

“Robot,don’t approach me!” When a robot emulates a salesperson approaching in-store: Impact on perceived intrusiveness and behavioral expectations

Xingming Yang, Marion Garnier, Souad Djelassi

Recherche et Applications en Marketing (English Edition)

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Research article

First published 2020-08

Reducing Product Expiration by Aligning Salesforce Incentives: A Data‐driven Approach

Arzum Akkaş, Nachiketa Sahoo

Production and Operations Management

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Research article

First published 1997-2

Information Acceleration: Validation and Lessons from the Field

Glen L. Urban, John R. Hauser, William J. Qualls [...]

Journal of Marketing Research

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