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- W2256948382 abstract "Organisations have to invest in the relationship with their customers before transactions can take place that generate revenue. This is particularly true in service relationships and presents a challenge for salespeople – how to create the right sort of trusting connection that can lead to a benecial exchange relationship. Art specialists can be considered to be the sales personnel of ne arts auction houses (Thornton, 2008). Their roles include providing expert information, oering advice, acting as a seller and intermediary, relationship cultivation and being the main point of contact for customers. This study will consider how to build and maintain long-term service relationships from the salesperson’s perspective. Six ne arts auction houses have participated in the study (from 6 countries including the US). They are leading businesses in their own markets, have an international customer base and maintain oices in dierent cities within their territory. Exploratory semi-structured interviews were conducted with 18 specialists from these auction houses (i.e. three per organisation). The data was analyzed using qualitative content analysis." @default.
- W2256948382 created "2016-06-24" @default.
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- W2256948382 date "2015-10-21" @default.
- W2256948382 modified "2023-09-25" @default.
- W2256948382 title "A Study to Consider how Salespeople believe They can Build a Long Term Service Relationship with their Customers" @default.
- W2256948382 doi "https://doi.org/10.1007/978-3-319-24148-7_4" @default.
- W2256948382 hasPublicationYear "2015" @default.
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