Advanced search
Publication Cover
Journal of Personal Selling & Sales Management Volume 36, 2016 - Issue 2: Sales and Sales Management in Emerging Economies
Submit an article Journal homepage
423
Views
5
CrossRef citations to date
0
Altmetric
Articles

Seeking attention: an investigation of salesperson influence strategies used while selling to small retailers

Rajesh NanarpuzhaMarketing, Indian Institute of Management, Dorm 34, Room 11, New Campus, Vastrapur, Ahmedabad, IndiaCorrespondence[email protected]
&
Ernesto NoronhaOrganizational Behavior, Indian Institute of Management, Wing 06, Old Campus, Vastrapur, Ahmedabad, India
Pages 144-159 | Received 16 May 2015, Accepted 23 Feb 2016, Published online: 30 Mar 2016

Citations (5)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (1)

Brian N. Rutherford, Martha Troncoza, Scott C. Ambrose, Nwamaka Anaza & Ryan Matthews. (2023) One does not fit all: what is in a salesperson sample?. Journal of Personal Selling & Sales Management 43:4, pages 354-367.
Read now

Articles from other publishers (4)

Flavia Braga Chinelato, Cid Gonçalves Filho & Clodoaldo Lopes Nizza Júnior. (2021) Does brand-relationships matter? The role of brand attachment in salesperson performance in retailing. Spanish Journal of Marketing - ESIC 26:1, pages 117-144.
Crossref
Tuan Trong Luu. (2021) Activating salesperson resilience during the COVID-19 crisis: The roles of employer event communication and customer demandingness. Industrial Marketing Management 96, pages 18-34.
Crossref
Rajesh Nanarpuzha & Ankur Sarin. (2021) A capability pathway to subjective economic well-being: Looking beyond materialism. Journal of Business Research 127, pages 66-76.
Crossref
Yi Liu, Ying Huang & Hua Fan. (2018) Influence tactics, relational conditions, and key account managers' performance. Industrial Marketing Management 73, pages 220-231.
Crossref

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.