Salesperson Empathy and Listening: Impact on Relationship Outcomes - Aggarwal, Praveen; Castleberry, Stephen B.; Ridnour, Rick; Shepherd, C. David (Journal of marketing theory and practice, 2005)
Keywords: Business; Business to business commerce; Customer relationship management; Customers; Empathy; Hypotheses; Listening; Listening comprehension; Listening skills; Marketing; Personal selling; Purchasing; Relationship marketing; Sales; Sales management; Sales personnel; Salespeople; Studies; Trust; Variables