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Sex differences in ingratiatory behavior : An investigation of influence tactics in the salesperson-customer dyad

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  • Strutton, David
  • Pelton, Lou E.
  • Lumpkin, James R.

Abstract

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Suggested Citation

  • Strutton, David & Pelton, Lou E. & Lumpkin, James R., 1995. "Sex differences in ingratiatory behavior : An investigation of influence tactics in the salesperson-customer dyad," Journal of Business Research, Elsevier, vol. 34(1), pages 35-45, September.
    • Handle: RePEc:eee:jbrese:v:34:y:1995:i:1:p:35-45
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    References listed on IDEAS

    as
    1. Lee Cronbach, 1951. "Coefficient alpha and the internal structure of tests," Psychometrika, Springer;The Psychometric Society, vol. 16(3), pages 297-334, September.
    2. Henry Kaiser, 1970. "A second generation little jiffy," Psychometrika, Springer;The Psychometric Society, vol. 35(4), pages 401-415, December.
    3. Spiro, Rosann L & Perreault, William D, Jr, 1979. "Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants," The Journal of Business, University of Chicago Press, vol. 52(3), pages 435-455, July.
    4. Henry Mintzberg, 1985. "The Organization As Political Arena," Journal of Management Studies, Wiley Blackwell, vol. 22(2), pages 133-154, March.
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    Cited by:

    1. Jap, Sandy D. & Manolis, Chris & Weitz, Barton A., 1999. "Relationship Quality and Buyer-Seller Interactions in Channels of Distribution," Journal of Business Research, Elsevier, vol. 46(3), pages 303-313, November.
    2. Moncrief, William C. & Babakus, Emin & Cravens, David W. & Johnston, Mark W., 2000. "Examining Gender Differences in Field Sales Organizations," Journal of Business Research, Elsevier, vol. 49(3), pages 245-257, September.
    3. Sanchez-Ruiz, Paul & Wood, Matthew S. & Long-Ruboyianes, Anna, 2021. "Persuasive or polarizing? The influence of entrepreneurs' use of ingratiation rhetoric on investor funding decisions," Journal of Business Venturing, Elsevier, vol. 36(4).
    4. Strutton, David & Pelton, Lou E., 1998. "Effects of Ingratiation on Lateral Relationship Quality within Sales Team Settings," Journal of Business Research, Elsevier, vol. 43(1), pages 1-12, September.

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