Satisfactory listening: The differential role of salesperson communication in (co)creating value for B2B buyers
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DOI: 10.1016/j.indmarman.2021.08.010
Abstract: Abstract The importance of communication skills of the salesperson (SP) on buyer satisfaction is fait accompli. However, how various facets of listening, along with the core components of SP's communication (i.e., content and diligence) contribute… read more here.
Keywords: satisfactory listening; communication; differential role; value ... See more keywords