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Keywords: Ingratiation
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Journal Articles
Journal of Business & Industrial Marketing (2026) 41 (2): 145–159.
Published: 22 December 2025
.... Salespeople with a short-term time perspective are more inclined to use ingratiation, using this approach to appear likable in pursuit of immediate sales. By contrast, those with a long-term time perspective favor customer information communication, sharing relevant information to build long-lasting...
