January 1, 1979

Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants

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Abstract

Rosann L. Spiro, William D. Perreault, Jr., Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants, The Journal of Business, Vol. 52, No. 3 (Jul., 1979), pp. 435-455

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Spiro et al. (Mon,) studied this question.

synapsesocial.com/papers/6a126575bb918b6e5b673e05 https://doi.org/https://doi.org/10.1086/296057