Publications

Publication details [#32484]

Drew, Paul, Colin Clark and Trevor Pinch. 2003. Managing prospect affiliation and rapport in real-life sales encounters. Discourse Studies 5 (1) : 5–32.

Publication type

Article in journal

Publication language

English

Keywords

cooperation | sales encounter

Place, Publisher

SAGE Publications

ISBN

1461-4456

Journal WWW

www.sagepub.co.uk/ejournals/

Annotation

This study examines how salespeople elicit verbal expressions of affiliation from their prospective customers, building on prospects' own assessments.