Relational Communication: Form versus Content in the Sales Interaction

Soldow, Gary F.; Thomas, Gloria P.

doi:10.1177/002224298404800109

Cited by 42 publications

(25 citation statements)

References 20 publications

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“…"Yet authors in other fields emphasize the importance of communication form. For example,Bonoma and Felder (1977) andSoldow and Thomas (1984) offer alternative definitions of form-nonverbal behaviors and relations communication, respectively.…”

mentioning

confidence: 99%

Strategy implementation: A comparison of face‐to‐face negotiations in the peoples republic of China and the United States

Adler

Brahm

Graham

1992

Strategic Management Journal

158

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Crucial to every business alliance are the face‐to‐face negotiations that occur during the formulation and maintenance of the commercial relationship. Our study of American and Chinese businesspeople in simulated intracultural negotiations suggests both similarities and differences in style. For example, negotiators in both cultures were more successful when taking a problem‐solving approach. Alternatively, the Chinese negotiators tended to ask many more questions and to interrupt one another more frequently than their American counterparts. Such subtle differences in style may cause problems in Sino‐American negotiations, which may, in turn, sour otherwise fruitful commercial alliances.

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mentioning

confidence: 99%

Strategy implementation: A comparison of face‐to‐face negotiations in the peoples republic of China and the United States

Adler

Brahm

Graham

1992

Strategic Management Journal

158

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“…Complicating the selling situation is the prevalent social custom of not always acknowledging, or at least verbally expressing, to the other person in a sales encounter that a standard of conduct has been violated (Soldow & Thomas, 1984). As a consequence, salespeople need a certain degree of emotional intelligence to be able to detect and respond appropriately to nonverbal signals that convey disapproval (Goleman, 1995).…”

Section: Discussionmentioning

confidence: 99%

A situational analysis on how salespeople experience and cope with shame and embarrassment

Verbeke

Bagozzi

2002

Psychology and Marketing

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The goal of this article is to explore the role that shame and embarrassment play within an organization boundary-spanning context. For a sample of 458 salespeople selling financial services, measures are developed and hypotheses are tested concerning the effects of shame and embarrassment. The results suggest that the tendency to experience shame and embarrassment in personal selling leads to protective reactions (e.g., avoidance behaviors), and these, in turn, negatively impact performance (e.g., sales volume and quality of sales interaction). Hypotheses are tested on fitting and validation samples, both for salespeople focusing on prospecting tasks and salespeople focusing on relationship building. ᭧ 2002 Wiley Periodicals, Inc.

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“…The type of behaviour displayed in meetings can have an effect on what actually takes place. Soldow & Thomas (1984) found relational communications were more important than content in sales interactions. This social interactive aspect of meetings is also emphasized by other studies.…”

Section: The Behavioural Variablesmentioning

confidence: 97%

An Evaluation of the Effect of Style of Presentation on the Behaviour of Mature Students in a Seminar

Kniveton

1990

British Educational Res J

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With demographic changes predicted in the student population during the next few years the effects of different teaching styles on mature students merit attention. In the present study three different styles of seminar presentation were used with mature management students. These each took the form of a written presentation which was the basis for the subsequent seminar. In the first presentation no ideas as to the solution of a problem were offered. In the second brief presentation, a small number of ideas were offered, and in the third comprehensive presentation, more ideas were offered. It was found that a presentation increased the number of communication units-participants were basically more active in their discussion than when no ideas were given. However, brief presentations which left scope for students to incorporate their own ideas competitively were found to encourage negative expressive behaviour more than either of the other two styles of presentation. It is suggested that seminar styles which encourage competitive contributions may (by arousing more negative expressive behaviour) not be a suitable means of beginning a seminar series because group processes may, in the long run, be adversely influenced.

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Relational Communication: Form versus Content in the Sales Interaction

Cited by 42 publications

References 20 publications

Strategy implementation: A comparison of face‐to‐face negotiations in the peoples republic of China and the United States

Strategy implementation: A comparison of face‐to‐face negotiations in the peoples republic of China and the United States

A situational analysis on how salespeople experience and cope with shame and embarrassment

An Evaluation of the Effect of Style of Presentation on the Behaviour of Mature Students in a Seminar

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