Faculty Scholarship 1994 - Present

Identification of Interpersonal Behavioral Styles that Lead to more Effective Relationship Selling

The purpose of this paper is to identify the interpersonal behaviors that facilitate relationship selling. The results of this research indicate that interpersonal styles significantly influence sales performance. These results suggest that measures for interpersonal styles can be used for salesperson recruitment. Also, this research may be used to develop training programs that encourage salespersons to display more productive interpersonal styles.