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Pages 263-283 | Published online: 23 Sep 2013

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Aaron Arndt, Kenneth Evans, Timothy D. Landry, Sarah Mady & Chatdanai Pongpatipat. (2014) The impact of salesperson credibility-building statements on later stages of the sales encounter. Journal of Personal Selling & Sales Management 34:1, pages 19-32.
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Sunil Erevelles & Nobuyuki Fukawa. (2013) The Role of Affect in Personal Selling and Sales Management. Journal of Personal Selling & Sales Management 33:1, pages 7-24.
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