Behaviourism in the study of salesperson‐customer interactions

Abstract

Despite the acknowledged importance of an understanding of the determinants of and processes affecting the salesperson‐customer interaction, this issue still remains an enigma. Posits that, of the two main philosophical stances available in the study of human behaviour (i.e. mediationism and behaviourism), the prevailing approaches adopted in the study of the salesperson‐customer interaction are mediationistic in nature and are, for the most part, uncritically accepted. States that in order to improve current understanding of the salesperson‐customer interaction, alternative sources for explaining this dyad should be introduced into the field of study. Argues that the competing philosophical stance offered by radical behaviourism may be suitable for this purpose, providing an examination of how this approach can be utilized to explain buying behaviour within the sales interaction context.

Citation

Simintiras, A.C. and Cadogan, J.W. (1996), "Behaviourism in the study of salesperson‐customer interactions", Management Decision, Vol. 34 No. 6, pp. 57-64. https://doi.org/10.1108/00251749610121470