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dc.contributor.authorArli, Denni
dc.contributor.authorBauer, Carlos
dc.contributor.authorPalmatier, Robert W
dc.date.accessioned2018-02-04T22:03:02Z
dc.date.available2018-02-04T22:03:02Z
dc.date.issued2018
dc.identifier.issn0019-8501
dc.identifier.doi10.1016/j.indmarman.2017.07.018
dc.identifier.urihttp://hdl.handle.net/10072/368829
dc.description.abstractRelational selling is at a crossroads: Some trends undermine salespeople's ability to build strong relationships (e-commerce, buying norms), but others emphasize the importance of such links (services, solutions). To anticipate the future of relational selling, this comprehensive review of research and practice seeks to clarify the impact of the changing conditions. Specifically, this study assesses relational selling from three perspectives. Perspective 1 is a temporal lens that reflects the evolution of relational selling, to delineate how it has changed over time. Perspective 2, a theoretical lens, then encompasses the key theories that provide a theoretical underpinning of relational selling and that can be refocused on emerging conditions to understand its future effectiveness. Finally, with an empirical lens in Perspective 3, this study identifies which relationship strategies are most effective and in what conditions. By combining these perspectives, this article derives six key tenets to guide managerial practice and research in relational selling.
dc.description.peerreviewedYes
dc.languageEnglish
dc.language.isoeng
dc.publisherElsevier
dc.relation.ispartofpagefrom1
dc.relation.ispartofpageto16
dc.relation.ispartofjournalIndustrial Marketing Management
dc.subject.fieldofresearchMarketing
dc.subject.fieldofresearchcode3506
dc.titleRelational selling: Past, present and future
dc.typeJournal article
dc.type.descriptionC1 - Articles
dc.type.codeC - Journal Articles
gro.facultyGriffith Business School, Department of Marketing
gro.hasfulltextNo Full Text
gro.griffith.authorArli, Denni
gro.griffith.authorPalmatier, Robert W.


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