Contributors
Articles by Sridhar, Shrihari
Modern salespeople have myriad options to engage with customers. We hypothesized that the communication format may amplify or reduce the probability of resolving salesperson transgressions that occur during the sales process. While previous research has explored what to say post-transgression, our research explores which communication format is most effective in accomplishing successful post-transgression recovery and repair in the buyer-seller relationship.
Part of an effective sales approach is to build trust with buyers; however, research suggests 70% of B2B salespeople overestimate customers’ trust in them. Our research aimed to evaluate the effects of salesperson trust overestimation on customer account revenue and word of mouth or the likelihood and quality of referrals.
As market turbulence increases, strain occurs that impacts the customer-salesperson relationship. We examine how a strong foundation of both business and personal trust between the buyer and the seller is essential to building a relationship that can withstand unstable times.
When you post social media content is just as important as what you post. In this article, we examine the impacts of social media posts based on time of day, emotionality of your content, and the results of boosting posts.
