{"id":"https://openalex.org/W2249768036","doi":null,"title":"The impact of salesperson listening: A multi-faceted research approach","display_name":"The impact of salesperson listening: A multi-faceted research approach","publication_year":2014,"publication_date":"2014-07-14","ids":{"openalex":"https://openalex.org/W2249768036","mag":"2249768036"},"language":"en","primary_location":{"id":"pmh:oai:uta-ir.tdl.org:10106/24469","doi":null,"is_oa":true,"landing_page_url":"http://hdl.handle.net/10106/24469","pdf_url":"http://hdl.handle.net/10106/24469","source":{"id":"https://openalex.org/S4306400392","display_name":"UTA ResearchCommons (University of Texas Arlington)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I189196454","host_organization_name":"The University of Texas at Arlington","host_organization_lineage":["https://openalex.org/I189196454"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"Ph.D."},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"http://hdl.handle.net/10106/24469","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5069041924","display_name":"Emily A. Goad","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"Emily A. Goad","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5069041924"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":true,"cited_by_count":2,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":93},"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9965999722480774,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9965999722480774,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.0017999999690800905,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.0006000000284984708,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/listening-skills","display_name":"listening skills","score":0.6639999747276306},{"id":"https://openalex.org/keywords/relationship-marketing","display_name":"relationship marketing","score":0.8140000104904175},{"id":"https://openalex.org/keywords/dual-process-theory","display_name":"dual-process theory","score":0.8479999899864197},{"id":"https://openalex.org/keywords/customer-satisfaction","display_name":"customer satisfaction","score":0.7459999918937683},{"id":"https://openalex.org/keywords/customer-loyalty","display_name":"customer loyalty","score":0.9990000128746033},{"id":"https://openalex.org/keywords/nonverbal-behavior","display_name":"nonverbal behavior","score":0.8579999804496765},{"id":"https://openalex.org/keywords/salesperson-performance","display_name":"salesperson performance","score":0.5640000104904175},{"id":"https://openalex.org/keywords/salesperson-customer-relationship","display_name":"salesperson-customer relationship","score":0.6460000276565552}],"concepts":[{"id":"https://openalex.org/C177291462","wikidata":"https://www.wikidata.org/wiki/Q423038","display_name":"Active listening","level":2,"score":0.8155136108398438},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.4097588062286377},{"id":"https://openalex.org/C2522767166","wikidata":"https://www.wikidata.org/wiki/Q2374463","display_name":"Data science","level":1,"score":0.32925331592559814},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.3283691704273224},{"id":"https://openalex.org/C46312422","wikidata":"https://www.wikidata.org/wiki/Q11024","display_name":"Communication","level":1,"score":0.193227618932724}],"mesh":[],"locations_count":2,"locations":[{"id":"pmh:oai:uta-ir.tdl.org:10106/24469","doi":null,"is_oa":true,"landing_page_url":"http://hdl.handle.net/10106/24469","pdf_url":"http://hdl.handle.net/10106/24469","source":{"id":"https://openalex.org/S4306400392","display_name":"UTA ResearchCommons (University of Texas Arlington)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I189196454","host_organization_name":"The University of Texas at Arlington","host_organization_lineage":["https://openalex.org/I189196454"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"Ph.D."},{"id":"mag:2249768036","doi":null,"is_oa":false,"landing_page_url":"https://rc.library.uta.edu/uta-ir/handle/10106/24469","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":{"id":"pmh:oai:uta-ir.tdl.org:10106/24469","doi":null,"is_oa":true,"landing_page_url":"http://hdl.handle.net/10106/24469","pdf_url":"http://hdl.handle.net/10106/24469","source":{"id":"https://openalex.org/S4306400392","display_name":"UTA ResearchCommons (University of Texas Arlington)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I189196454","host_organization_name":"The University of Texas at Arlington","host_organization_lineage":["https://openalex.org/I189196454"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"Ph.D."},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W2249768036.pdf","grobid_xml":"https://content.openalex.org/works/W2249768036.grobid-xml"},"referenced_works_count":40,"referenced_works":["https://openalex.org/W324308780","https://openalex.org/W1519959271","https://openalex.org/W1521717648","https://openalex.org/W1546395074","https://openalex.org/W1554934059","https://openalex.org/W1590506945","https://openalex.org/W1600208561","https://openalex.org/W1644058277","https://openalex.org/W1937155619","https://openalex.org/W1966055854","https://openalex.org/W1970438257","https://openalex.org/W1973687016","https://openalex.org/W1984176975","https://openalex.org/W1991623719","https://openalex.org/W1992891551","https://openalex.org/W1994527740","https://openalex.org/W2005092827","https://openalex.org/W2009938990","https://openalex.org/W2014941767","https://openalex.org/W2016695700","https://openalex.org/W2026169005","https://openalex.org/W2026740091","https://openalex.org/W2027547513","https://openalex.org/W2039655649","https://openalex.org/W2040752560","https://openalex.org/W2060128678","https://openalex.org/W2069207830","https://openalex.org/W2071666535","https://openalex.org/W2081877776","https://openalex.org/W2088274096","https://openalex.org/W2109174512","https://openalex.org/W2128616827","https://openalex.org/W2130046225","https://openalex.org/W2137247419","https://openalex.org/W2150419495","https://openalex.org/W2160783530","https://openalex.org/W2241298467","https://openalex.org/W2245153711","https://openalex.org/W2313626516","https://openalex.org/W3126090267"],"related_works":["https://openalex.org/W7172509541","https://openalex.org/W2027547513","https://openalex.org/W76284978","https://openalex.org/W2313626516","https://openalex.org/W6945228912","https://openalex.org/W2088274096","https://openalex.org/W4384200695","https://openalex.org/W2185327156","https://openalex.org/W2140993818","https://openalex.org/W2952721433"],"abstract_inverted_index":{"Relationships":[0],"are":[1,36,273,310],"based":[2],"on":[3,87,123,191,223,330,360],"communication":[4,11],"between":[5],"parties;":[6],"an":[7],"important":[8],"aspect":[9,220],"of":[10,56,95,104,140,155,168,209,217,221,248,254,264,289,296,313,339],"that":[12,30,113,157,162,175,206,244,308,335],"is":[13,19,164,178,204,250,282,317,341],"necessary":[14],"for":[15],"building":[16,60],"long-term":[17],"relationships":[18,32],"listening":[20,43,57,69,88,108,119,156,163,177,222,249,291,297,340],"(Ingram":[21],"et":[22,50,132],"al.":[23,51,133],"1992).":[24],"In":[25],"sales,":[26],"researchers":[27],"have":[28,41,356],"posited":[29],"salespeople's":[31],"with":[33,284],"their":[34],"customers":[35],"strengthened":[37],"when":[38],"salespeople":[39],"consistently":[40],"effective":[42],"skills":[44],"(Ramsey":[45],"and":[46,61,128,135,150,196,231,235,261,271,292,301,326,347],"Sohi":[47],"1997;":[48],"Marshall":[49],"2003).":[52],"Given":[53],"the":[54,62,92,107,111,136,146,183,188,200,214,218,227,245,262,276,285,293,318,327,336],"importance":[55],"in":[58,74,181,354],"relationship":[59,124],"sales":[63,101],"context,":[64],"this":[65,316],"dissertation":[66],"examines":[67],"salesperson":[68,96,115,176,210,290,331,345,351,361],"from":[70],"varying":[71],"research":[72,86,93,305,320],"approaches":[73],"three":[75],"essays.":[76],"First,":[77],"a":[78,152,165,169,179,207,280,357],"meta-analysis":[79,99],"was":[80],"conducted":[81],"to":[82,89,199,321],"synthesize":[83],"existing":[84],"empirical":[85],"empirically":[90,322],"assess":[91],"stream":[94],"listening.":[97],"This":[98],"expands":[100],"researchers'":[102],"understanding":[103],"not":[105,251],"only":[106,252],"process,":[109,166],"but":[110,257,315],"framework":[112],"surrounds":[114],"listening,":[116,314],"thus":[117],"advancing":[118],"theory.":[120],"Next,":[121],"relying":[122],"marketing":[125],"theory":[126,139],"(Morgan":[127],"Hunt":[129],"1994;":[130],"Palmatier":[131],"2006),":[134],"dual":[137],"process":[138,180],"supportive":[141],"message":[142],"outcomes":[143,192],"(Bodie":[144],"2009),":[145],"second":[147],"essay":[148,229],"proposes":[149],"tests":[151],"cascading":[153],"model":[154,281],"incorporates":[158],"previous":[159],"researches'":[160],"suggestions":[161],"instead":[167],"higher":[170],"order":[171],"construct.":[172],"Results":[173,333],"show":[174],"which":[182,298],"behavioral":[184],"component":[185,247],"(responding),":[186],"has":[187,306],"greatest":[189],"impact":[190,329,359],"like:":[193],"customer":[194,197,224],"satisfaction":[195],"loyalty":[198],"firm.":[201],"Furthermore,":[202,279],"it":[203],"shown":[205],"lack":[208],"diligence":[211],"actually":[212],"diminishes":[213],"positive":[215,358],"effect":[216],"responding":[219,246,287,337],"satisfaction.":[225],"Lastly,":[226],"third":[228],"updates":[230],"extends":[232],"Drollinger,":[233],"Comer,":[234],"Warrington":[236],"(2006)'s":[237],"Active":[238],"Empathetic":[239],"Listening":[240],"(AEL)":[241],"scale":[242],"showing":[243],"comprised":[253],"verbal":[255],"behaviors,":[256,346],"also":[258],"nonverbal":[259,269],"behaviors":[260,270,352],"use":[263],"technology.":[265],"New":[266],"items":[267],"reflecting":[268],"technology":[272],"incorporated":[274],"into":[275],"AEL":[277],"scale.":[278],"tested":[283],"updated":[286],"dimension":[288,338],"temporal":[294,311],"aspects":[295],"occur":[299],"pre-":[300],"post-":[302],"interaction.":[303],"Previous":[304],"suggested":[307],"there":[309],"dimensions":[312,325],"first":[319],"test":[323],"these":[324],"resulting":[328],"performance.":[332,362],"indicate":[334],"preceded":[342],"by":[343,349],"pre-interaction":[344],"followed":[348],"post-interaction":[350],"which,":[353],"turn,":[355]},"counts_by_year":[{"year":2023,"cited_by_count":1},{"year":2020,"cited_by_count":1}],"updated_date":"2026-09-26T08:19:03.415552","created_date":"2016-06-24T00:00:00"}
