Tell me more: how salespeople encourage customer disclosure

Article (Web of Science), Early Access (Web of Science)

• cited authors: Niemi, Jarkko; Pullins, Ellen Bolman
• publication date: July 8, 2020
• webpage: Web of Science
• published in: JOURNAL OF BUSINESS & INDUSTRIAL MARKETING Journal
• category: BUSINESS Category

keywords

• Conversational analysis
• Disclosure
• Exploration
• Interaction
• Sales behaviors
• Sales interaction
• Salesperson-customer relationship