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

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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.

Document Type: Research Article


Publication date: April 1, 2002

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