Managing customer “objections” during real-life sales negotiations
by Colin Clark, Paul Drew, Trevor Pinch
Link
Reference:
Colin Clark, Paul Drew, Trevor Pinch, (1994), "Managing customer “objections” during real-life sales negotiations", Discourse & Society, vol. 5, no. 4, pp. 437–462.
Bibtex Entry:
@ARTICLE{Clark1994,
  author = "Colin Clark, Paul Drew and Trevor Pinch", 
  doi = "10.1177/0957926594005004002", 
  keywords = "EMCA, Conversation Analysis, Interaction, Negotiations, Nonacceptance, Persuasion, Selling, Silence", 
  journal = "Discourse & Society", 
  number = "4", 
  pages = "437–462", 
  title = "Managing customer “objections” during real-life sales negotiations", 
  url = "https://journals.sagepub.com/doi/abs/10.1177/0957926594005004002", 
  volume = "5", 
  year = "1994", 
}