Abstract
This paper presents a composite variable (called family constellation) and a model from the social sciences that when extended will iso-late the determinants of successful salespersoncustomer interactions, thereby permitting more sophisticated analysis of this dyad.
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Rink, D.R. (2015). The Impact of Family Constellation Upon Salesperson-Customer Interaction: A Theoretical Application. In: Wilson, E., Black, W. (eds) Proceedings of the 1994 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13162-7_6
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DOI: https://doi.org/10.1007/978-3-319-13162-7_6
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