Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a salesperson to perform relationship selling behaviors. Relationship selling behaviors as examined in this study include interaction intensity, mutual disclosure, and cooperative intentions. The study was based on a sample of 487 business‐to‐business insurance salespeople. Findings indicate that interaction intensity and mutual disclosure have a significant effect on salesperson performance. Cooperative intentions do not influence performance. Results further demonstrate that some demographic criteria appear to be related to a salesperson’s likelihood of engaging in relationship selling.
Boles, J., Brashear, T., Bellenger, D. and Barksdale, H. (2000), "Relationship selling behaviors: antecedents and relationship with performance", Journal of Business & Industrial Marketing, Vol. 15 No. 2/3, pp. 141-153. https://doi.org/10.1108/08858620010316840
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