Subtle influence: revealing the tactical functions of ingratiation in business-to-business sales meetings Article (Web of Science) Early Access (Web of Science)

cited authors

  • Niemi, Jarkko; Vuori, Johanna; Timonen, Hanna; Pullins, Ellen Bolman

publication date

  • June 11, 2026

webpage

published in

category

keywords

  • conversation analysis
  • ingratiation
  • personal selling
  • qualitative mixed methods
  • sales influence tactics
  • video-based content analysis