{"id":"https://openalex.org/W2313626516","doi":"https://doi.org/10.2753/pss0885-3134330203","title":"Salesperson Listening in the Extended Sales Relationship: An Exploration of Cognitive, Affective, and Temporal Dimensions","display_name":"Salesperson Listening in the Extended Sales Relationship: An Exploration of Cognitive, Affective, and Temporal Dimensions","publication_year":2013,"publication_date":"2013-04-01","ids":{"openalex":"https://openalex.org/W2313626516","doi":"https://doi.org/10.2753/pss0885-3134330203","mag":"2313626516"},"language":"en","primary_location":{"id":"doi:10.2753/pss0885-3134330203","doi":"https://doi.org/10.2753/pss0885-3134330203","is_oa":false,"landing_page_url":"https://doi.org/10.2753/pss0885-3134330203","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling & Sales Management","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5076099877","display_name":"Susie Pryor","orcid":"https://orcid.org/0000-0002-8736-2826","observed_orcids":["https://orcid.org/0000-0002-8736-2826"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Susie Pryor","raw_affiliation_strings":["View further author information"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"View further author information","institution_ids":[]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5090469770","display_name":"Avinash Malshe","orcid":"https://orcid.org/0000-0001-9344-5559","observed_orcids":["https://orcid.org/0000-0001-9344-5559"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Avinash Malshe","raw_affiliation_strings":["View further author information"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"View further author information","institution_ids":[]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5016747172","display_name":"Kyle Paradise","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Kyle Paradise","raw_affiliation_strings":["View further author information"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"View further author information","institution_ids":[]}]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":7.5535,"has_fulltext":false,"cited_by_count":37,"citation_normalized_percentile":{"value":0.96551289,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":98},"biblio":{"volume":"33","issue":"2","first_page":"185","last_page":"196"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9848999977111816,"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"}},"topics":[{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9848999977111816,"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/T11543","display_name":"Employee Performance and Motivation","score":0.004600000102072954,"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/T11536","display_name":"Consumer Retail Behavior Studies","score":0.00279999990016222,"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/buyer-seller-relationships","display_name":"buyer-seller relationships","score":0.722000002861023},{"id":"https://openalex.org/keywords/cognitive-empathy","display_name":"cognitive empathy","score":0.7570000290870667},{"id":"https://openalex.org/keywords/affective-empathy","display_name":"affective empathy","score":0.9990000128746033},{"id":"https://openalex.org/keywords/customer-impression","display_name":"customer impression","score":0.578000009059906},{"id":"https://openalex.org/keywords/personal-selling","display_name":"personal selling","score":0.5109999775886536}],"concepts":[{"id":"https://openalex.org/C177291462","wikidata":"https://www.wikidata.org/wiki/Q423038","display_name":"Active listening","level":2,"score":0.9568418264389038},{"id":"https://openalex.org/C2779885105","wikidata":"https://www.wikidata.org/wiki/Q182263","display_name":"Empathy","level":2,"score":0.8287429809570312},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.7747122049331665},{"id":"https://openalex.org/C33676613","wikidata":"https://www.wikidata.org/wiki/Q13415176","display_name":"Dimension (graph theory)","level":2,"score":0.6442386507987976},{"id":"https://openalex.org/C2779343474","wikidata":"https://www.wikidata.org/wiki/Q3109175","display_name":"Context (archaeology)","level":2,"score":0.6366617679595947},{"id":"https://openalex.org/C2776035688","wikidata":"https://www.wikidata.org/wiki/Q1606558","display_name":"Affect (linguistics)","level":2,"score":0.6355841159820557},{"id":"https://openalex.org/C169900460","wikidata":"https://www.wikidata.org/wiki/Q2200417","display_name":"Cognition","level":2,"score":0.6079914569854736},{"id":"https://openalex.org/C180747234","wikidata":"https://www.wikidata.org/wiki/Q23373","display_name":"Cognitive psychology","level":1,"score":0.43911847472190857},{"id":"https://openalex.org/C6588083","wikidata":"https://www.wikidata.org/wiki/Q6031274","display_name":"Informational listening","level":4,"score":0.41682425141334534},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.4133818745613098},{"id":"https://openalex.org/C2986659363","wikidata":"https://www.wikidata.org/wiki/Q6646450","display_name":"Listening comprehension","level":3,"score":0.15518003702163696},{"id":"https://openalex.org/C46312422","wikidata":"https://www.wikidata.org/wiki/Q11024","display_name":"Communication","level":1,"score":0.12759631872177124},{"id":"https://openalex.org/C169760540","wikidata":"https://www.wikidata.org/wiki/Q207011","display_name":"Neuroscience","level":1,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C202444582","wikidata":"https://www.wikidata.org/wiki/Q837863","display_name":"Pure mathematics","level":1,"score":0.0},{"id":"https://openalex.org/C151730666","wikidata":"https://www.wikidata.org/wiki/Q7205","display_name":"Paleontology","level":1,"score":0.0},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.2753/pss0885-3134330203","doi":"https://doi.org/10.2753/pss0885-3134330203","is_oa":false,"landing_page_url":"https://doi.org/10.2753/pss0885-3134330203","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling & Sales Management","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":18,"referenced_works":["https://openalex.org/W66576854","https://openalex.org/W66592817","https://openalex.org/W136142182","https://openalex.org/W640428107","https://openalex.org/W658431373","https://openalex.org/W1581321454","https://openalex.org/W1625992753","https://openalex.org/W1658908529","https://openalex.org/W1992891551","https://openalex.org/W2023469054","https://openalex.org/W2057494997","https://openalex.org/W2071477758","https://openalex.org/W2153088921","https://openalex.org/W2157846204","https://openalex.org/W2241298467","https://openalex.org/W2316372118","https://openalex.org/W3022607203","https://openalex.org/W3210955937"],"related_works":["https://openalex.org/W6945228912","https://openalex.org/W2249768036","https://openalex.org/W76284978","https://openalex.org/W2027547513","https://openalex.org/W7172509541","https://openalex.org/W2185327156","https://openalex.org/W2140993818","https://openalex.org/W2088274096","https://openalex.org/W4384200695","https://openalex.org/W1644058277"],"abstract_inverted_index":{"This":[0],"paper":[1],"reports":[2],"the":[3,13,37,53,64,68,79,96],"findings":[4],"of":[5,9,15,43,50,70,81,88,98],"an":[6,16],"exploratory":[7],"study":[8],"salesperson":[10],"listening":[11,29,51,66],"in":[12,47,52],"context":[14],"extended":[17],"sales":[18,54,82],"relationship.":[19],"In-depth":[20],"interviews":[21],"with":[22,84],"both":[23,31],"buyers":[24],"and":[25,33,67,72,76,90],"sellers":[26],"suggest":[27],"that":[28],"has":[30],"cognitive":[32,73,91],"affective":[34,71,89],"characteristics.":[35],"Moreover,":[36],"data":[38],"indicate":[39],"a":[40,61],"temporal":[41],"dimension":[42],"listening,":[44],"not":[45],"addressed":[46],"current":[48],"models":[49],"literature.":[55],"Further,":[56],"there":[57],"appears":[58],"to":[59],"be":[60],"link":[62],"between":[63],"salesperson\u2019s":[65],"impressions":[69,87],"empathy":[74,92],"created":[75,93],"maintained":[77],"over":[78],"course":[80],"interactions":[83],"customers.":[85],"The":[86],"may":[94],"affect":[95],"development":[97],"buyer\u2013seller":[99],"relationships.":[100]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":4},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":6},{"year":2020,"cited_by_count":1},{"year":2019,"cited_by_count":3},{"year":2018,"cited_by_count":3},{"year":2017,"cited_by_count":5},{"year":2016,"cited_by_count":5},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":4}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}