Effectiveness in Sales Interactions: A Contingency Framework
提出研究销售互动有效性的新方法，考虑销售人员资源、客户购买任务和客户-销售人员关系的调节作用，并给出权变框架和研究方向。
A new approach for research on effectiveness in sales interactions is proposed. This approach is based on considering the moderating effect of the salesperson's resources, the customer's buying task, and the customer-salesperson relationship. A contingency framework is presented and research directions related to the framework are suggested.