Abstract
The purpose of the paper is to examine the generalizability of previous research concerning negotiation and influence communications behaviors to sales interactions in the retail setting. In order to accomplish this goal, the paper (1) discusses the unique contingency factors of the retail setting in order to conceptualize the unique structures of the retail environment, (2) examines the ways in which these contingency factors relate to the retail sales situation using sociological theories of structure and culture, and (3) provides a brief review of the negotiation and bargaining literature and an extensive review of the interpersonal communication influence/persuasion literature in marketing to examine the shortcomings of prior literature. Combined, these objectives help to build a simple conceptual model that provides an initial direction for exploring the complex personal selling communication issues in the retailing setting.
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Keywords
- Communication Behavior
- Contingency Factor
- Interpersonal Communication
- Sociological Theory
- Dyadic Interaction
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© 2015 Academy of Marketing Science
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Hartman, K.B. (2015). Negotiation and Influence Communications: a Critical Review Based Upon a Contingency Approach. In: Spotts, H. (eds) Proceedings of the 2002 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-11882-6_21
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DOI: https://doi.org/10.1007/978-3-319-11882-6_21
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Publisher Name: Springer, Cham
Print ISBN: 978-3-319-11881-9
Online ISBN: 978-3-319-11882-6
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