Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a salesperson to perform relationship selling behaviors. Relationship selling behaviors as examined in this study include interaction intensity, mutual disclosure, and cooperative intentions. The study was based on a sample of 487 business‐to‐business insurance salespeople. Findings indicate that interaction intensity and mutual disclosure have a significant effect on salesperson performance. Cooperative intentions do not influence performance. Results further demonstrate that some demographic criteria appear to be related to a salesperson’s likelihood of engaging in relationship selling.
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1 April 2000
Research Article|
April 01 2000
Relationship selling behaviors: antecedents and relationship with performance Available to Purchase
James Boles;
James Boles
Associate Professor of Marketing, Marketing Department, University of South Florida, USA
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Thomas Brashear;
Thomas Brashear
Assistant Professor of Marketing, Marketing Department, University of Massachusetts, Amherst, USA
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Danny Bellenger;
Danny Bellenger
Chairman and Professor of Marketing, Department of Marketing, Georgia State University, Atlanta, USA
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Hiram Barksdale, Jr
Hiram Barksdale, Jr
Associate Professor of Marketing, Marketing Department, Georgia State University, Atlanta, USA
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Publisher: Emerald Publishing
Online ISSN: 2052-1189
Print ISSN: 0885-8624
© MCB UP Limited
2000
Journal of Business & Industrial Marketing (2000) 15 (2-3): 141–153.
Citation
Boles J, Brashear T, Bellenger D, Barksdale H (2000), "Relationship selling behaviors: antecedents and relationship with performance". Journal of Business & Industrial Marketing, Vol. 15 No. 2-3 pp. 141–153, doi: https://doi.org/10.1108/08858620010316840
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