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Seeking attention: an investigation of salesperson influence strategies used while selling to small retailers
(Routledge, 2016)
The use of influence strategies is an integral component of the salesperson's role, while selling to retailers. However, it remains a chronically under-researched area, particularly so in emerging markets, which are distinct ...
Modelling situational factors in variety seeking behaviour: a conceptual approach
(Inderscience, 2016-08-21)
The importance of situational factors in variety seeking behaviour of consumers has been acknowledged in marketing literature. However, this paper is potentially the first to attempt to explicitly model situational factors ...