TITLE

Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers

AUTHOR(S)
Brown, Gene; Boya, Unal O.; Humphreys, Neil; Widing II, Robert E.
PUB. DATE
January 1993
SOURCE
Journal of Personal Selling & Sales Management;Winter93, Vol. 13 Issue 1, p25
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
A random sample of purchasing agents was surveyed and split into two groups based on their socializing behavior. These two groups differ as to the importance of various salesperson attributes and behaviors. It was also found that "high" socializers tend to engage in after-hour meetings and discuss non-business related topics more so than "low" socializers. In addition, "high" socializers tend to be younger, provide more time for sales meetings, have less tenure, and are more likely to be found in smaller purchasing departments compared to "low" socializers. Other findings and implications are discussed and areas for further research are suggested.
ACCESSION #
7385166

 

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