Storytelling by the sales force and its effect on buyer–seller exchange

2015/01/29 by David A. Gilliam, Karen E. Flaherty, Karen Flaherty · 86 citations
Business, Management and Accounting · Psychology · #Business #Consumer Behavior in Brand Consumption and Identification #Corporate Identity and Reputation #Field (mathematics) #Marketing #Marketing and Advertising Strategies #Narrative #Personal selling #Political science #Power (physics) #Psychology #Public relations #Sales management #Sales promotion #Sociology #Storytelling

paper · doi:10.1016/j.indmarman.2015.01.013

published in Industrial Marketing Management 46, 132-142 (Elsevier BV)

openalex publication_date 2015/01/29 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/27

Citations

• Explaining the evidence: Tests of the Story Model for juror decision making.
• The role of transportation in the persuasiveness of public narratives.