Skip to main content

Personal Selling in Retail Settings: How Does the Internet and Related Technologies Enable and Limit Successful Selling?

Buy Article:

$47.00 plus tax (Refund Policy)

Despite the proliferation of Internet usage both by retailers and by retail customers, little is know about the impact of the Internet on the retail salesperson's ability to add value to customer encounters. This article identifies and discusses Internet-related factors that potentially enable and/or limit the salesperson's successful execution of the personal selling process and also considers the effects of limitations of Internet retailing on achievement of desired retailer performance. Research questions are identified as a foundation for future work in the area.
No Reference information available - sign in for access.
No Citation information available - sign in for access.
No Supplementary Data.
No Data/Media
No Metrics

Document Type: Research Article

Publication date: 2002-04-01

More about this publication?
  • Access Key
  • Free content
  • Partial Free content
  • New content
  • Open access content
  • Partial Open access content
  • Subscribed content
  • Partial Subscribed content
  • Free trial content
Cookie Policy
Cookie Policy
Ingenta Connect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more