“…Thus, managers with greater experience are likely to have better developed persuasion knowledge structures-agent knowledge, topic knowledge, and persuasion knowledgecompared to those who are relatively inexperienced. The better-developed persuasion knowledge structures enable the managers to see through the persuasion tactics of salespeople (Sharma, 1997). Purchasing and alliance managers deal with the persuasion strategies and tactics of salespersons; hence, the model is particularly relevant to managers in the buying firm.…”