Attributes and behaviors of salespeople preferred by buyers: High socializing vs. low socializing industrial buyers

Gene Brown, Unal O. Boya, Neil Humphreys, Robert E. Widing

Research output: Contribution to journalArticlepeer-review

18 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)25-33
Number of pages9
JournalJournal of Personal Selling and Sales Management
Volume13
Issue number1
DOIs
Publication statusPublished - 1 Jan 1993

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