Buyer-seller relationships and selling effectiveness: The moderating influence of buyer expertise and product competitive position

Journal of Business Research

Volumn 56, Issue 4, 2003, Pages 295-302

  Wagner, Judy A ^a   Klein, Noreen M ^b   Keith, Jane E ^b  

^a UNIVERSITY OF TEXAS AT ARLINGTON   (United States)

^b VIRGINIA POLYTECHNIC INSTITUTE AND STATE UNIVERSITY   (United States)

Author keywords

Buyer seller relationship; Competitive position; Computer interactive interviews; Discrete exchange; Relational exchange; Selling effectiveness

Indexed keywords

EID: 0037399298     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(02)00441-1     Document Type: Article

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