o advance research on salesperson influence tactics (the means through which salespeople persuade buyers), scholars need strong measures. We update the existing theoretically derived taxonomy of seller influence tactics (SITs), improving definitions and measurement of the original six SITs and adding a seventh influence tactic, personal appeals, to the taxonomy. Link to the article
MCFARLAND, R. and DIXON, A. (2019). An updated taxonomy of salesperson influence tactics. Journal of Personal Selling and Sales Management, 39(3), pp. 238-253.