Rapport building in B2B sales interactions: the process and explananda
Rapport building in B2B sales interactions: the process and explananda
About this item
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Author / Creator
Publisher
Abingdon: Routledge
Journal title
Language
English
Formats
Publication information
Publisher
Abingdon: Routledge
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Scope and Contents
Contents
Despite the expansion of digital transformation, interpersonal interactions remain the foundation for successful business-to-business (B2B) sales meetings in complex exchanges. This study focuses on rapport building and examines it as an explicitly and implicitly manifested ongoing process covering the entire duration of a B2B sales meeting. Based...
Alternative Titles
Full title
Rapport building in B2B sales interactions: the process and explananda
Authors, Artists and Contributors
Author / Creator
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Record Identifier
TN_cdi_proquest_journals_3059123013
Permalink
https://devfeature-collection.sl.nsw.gov.au/record/TN_cdi_proquest_journals_3059123013
Other Identifiers
ISSN
0885-3134
E-ISSN
1557-7813
DOI
10.1080/08853134.2023.2216935
