Abstract
A new approach for research on effectiveness in sales interactions is proposed. This approach is based on considering the moderating effect of the salesperson's resources, the customer's buying task, and the customer-salesperson relationship. A contingency framework is presented and research directions related to the framework are suggested.
Keywords
ContingencyContingency theoryTask (project management)MarketingBusinessProcess managementComputer scienceSales managementKnowledge managementEconomicsManagement
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Publication Info
- Year
- 1981
- Type
- article
- Volume
- 45
- Issue
- 1
- Pages
- 85-85
- Citations
- 648
- Access
- Closed
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Cite This
Barton A. Weitz
(1981).
Effectiveness in Sales Interactions: A Contingency Framework.
Journal of Marketing
, 45
(1)
, 85-85.
https://doi.org/10.2307/1251723
Identifiers
- DOI
- 10.2307/1251723