WHAT IS REALLY NECESSARY IN SUCCESSFUL BUYER-SELLER RELATIONSHIPS

被引：48

作者：

DION, P

EASTERLING, D

MILLER, SJ

机构：

[1] BENTLEY COLL,WALTHAM,MA 02154

[2] SUSQUEHANNA UNIV,SELINSGROVE,PA

[3] BRYANT COLL,SMITHFIELD,RI 02917

来源：

INDUSTRIAL MARKETING MANAGEMENT | 1995年 / 24卷 / 01期

关键词：

D O I：

10.1016/0019-8501(94)00025-R

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This article investigates the impact of personality traits anti types and trust on sales outcomes between business-to-business buyers and sellers. A model is developed (and refined) depicting the influence of personality similarities and trust on sales performance. It was found that most business-ro-business buyers and sellers were classified into a small number of personality types. Further, perceived similarities (rather than measured similarities) were found to be linked to both buyer trust of a salesperson, as well as to sales performance. Implications of study findings are discussed. Suggestions for future research are provided.

引用

页码：1 / 9

页数：9

共 33 条

[1]

Avila R.A., 1986, J PERSONAL SELLING S, V6, P53

[2] THE BIG 5 PERSONALITY DIMENSIONS AND JOB-PERFORMANCE - A METAANALYSIS [J].