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Relationship selling behaviors: antecedents and relationship with performance

James Boles (Associate Professor of Marketing, Marketing Department, University of South Florida, USA)
Thomas Brashear (Assistant Professor of Marketing, Marketing Department, University of Massachusetts, Amherst, USA)
Danny Bellenger (Chairman and Professor of Marketing, Department of Marketing, Georgia State University, Atlanta, USA)
Hiram Barksdale Jr (Associate Professor of Marketing, Marketing Department, Georgia State University, Atlanta, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 April 2000

Abstract

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.

Keywords

Citation

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

Publisher

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MCB UP Ltd

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