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

Brown, Gene; Boya, Unal O.; Humphreys, Neil; Widing II, Robert E.
January 1993
Journal of Personal Selling & Sales Management;Winter93, Vol. 13 Issue 1, p25
Academic Journal
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.


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