Tell me more: how salespeople encourage customer disclosure
by Jarkko Niemi, Ellen Bolman Pullins
Link
Reference:
Jarkko Niemi, Ellen Bolman Pullins, (2021), "Tell me more: how salespeople encourage customer disclosure", Journal of Business and Industrial Marketing, vol. 36, no. 5, pp. 717–728.
Bibtex Entry:
@ARTICLE{Niemi2021,
  author = "Jarkko Niemi and Ellen Bolman Pullins", 
  doi = "10.1108/JBIM-11-2019-0482", 
  keywords = "EMCA, Disclosure, Sales, Salesperson-customer relationship, Exploration, Sales interaction", 
  journal = "Journal of Business and Industrial Marketing", 
  number = "5", 
  pages = "717–728", 
  title = "Tell me more: how salespeople encourage customer disclosure", 
  url = "https://www.emerald.com/insight/content/doi/10.1108/JBIM-11-2019-0482/full/html", 
  volume = "36", 
  year = "2021", 
}