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Articles (2019), Journal of Personal Selling and Sales Management, 39 (3), pp. 238-253

An updated taxonomy of salesperson influence tactics

McFARLAND Richard , DIXON A.

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. Lien vers l'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.

Mots clés : #seller-influence-tactics,-sales-tactics,-measurement,-measures,-SITs