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The Service Industries Journal Volume 34, 2014 - Issue 7
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Articles

Salesperson's listening in buyer–seller service relationships

Sergio RománMarketing Department, Facultad de Economía y Empresa, Campus de Espinardo, Espinardo, Murcia30100, SpainCorrespondence[email protected]
Pages 630-644 | Received 02 May 2012, Accepted 05 Sep 2012, Published online: 09 May 2014

Citations (9)

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Read on this site (2)

Guy Itzchakov & Avraham N. Kluger. (2017) Can holding a stick improve listening at work? The effect of Listening Circles on employees’ emotions and cognitions. European Journal of Work and Organizational Psychology 26:5, pages 663-676.
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Ellen Bolman Pullins, Hanna Timonen, Timo Kaski & Mari Holopainen. (2017) An Investigation of the Theory Practice Gap in Professional Sales. Journal of Marketing Theory and Practice 25:1, pages 17-38.
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Articles from other publishers (7)

Avraham N. Kluger, Michal Lehmann, Herman Aguinis, Guy Itzchakov, Galit Gordoni, Jetmir Zyberaj & Cafer Bakaç. (2023) A Meta-analytic Systematic Review and Theory of the Effects of Perceived Listening on Work Outcomes. Journal of Business and Psychology 39:2, pages 295-344.
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Laura Janusik. (2023) Listening training in organizations. Current Opinion in Psychology 52, pages 101631.
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Wilson K.S. Leung, Man Kit Chang, Man Lai Cheung & Si Shi. (2022) Understanding consumers' post-consumption behaviors in C2C social commerce: the role of functional and relational customer orientation. Internet Research 32:4, pages 1131-1167.
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Daniel D. Prior & Joona Keränen. (2021) Revisiting Contemporary Issues in B2B Marketing: It's Not Just about Artificial Intelligence. Australasian Marketing Journal 28:2, pages 83-89.
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Omar S. Itani, Emily A. Goad & Fernando Jaramillo. (2019) Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?. Journal of Business Research 102, pages 120-130.
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Rocío Rodríguez, Göran Svensson, Sergio Román & Greg Wood. (2018) Teleological sales and purchase approaches in complex business relationships – customers’ expectations before and perceptions after purchase. Journal of Business & Industrial Marketing 33:4, pages 523-538.
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Nwamaka A. Anaza, Aniefre Eddie Inyang & Jose L. Saavedra. (2018) Empathy and affect in B2B salesperson performance. Journal of Business & Industrial Marketing 33:1, pages 29-41.
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