Initial Business-to-Business Sales Encounters. The Impact of the Similarity-Attraction Effect
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PhD Thesis (2.147Mb)
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Publication date
2016Author
Dekker, Johannes J.Supervisor
Wright, Gillian H.Keyword
Perceived similarityBenevolence
Integrity
Power
Expertise
Likeability
Salesperson trust
Business-to-business (B2B) sales
Similarity-attraction effect
Rights
The University of Bradford theses are licenced under a Creative Commons Licence.
Institution
University of BradfordDepartment
School of ManagementAwarded
2016