Abstract
The purpose of this research effort is to investigate the phenomenon of initial impressions as related to the organizational buyer/seller dyad.Results indicated perceptual differences along gender and racial dimensions.Implications for sales management are posited and discussed.
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Henthorne, T.L., LaTour, M.S., Williams, A.J. (2015). Initial Impressions in the Organizational Buyer-Seller Dyad. In: Crittenden, V.L. (eds) Proceedings of the 1992 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13248-8_8
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DOI: https://doi.org/10.1007/978-3-319-13248-8_8
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