Buyer-Seller Interactions: Empirical Research and Normative Issues was edited by Peter H. Reingen and Arch G. Woodside. This work is a product of a two-day workshop held in May 1980 that attempts to provide additional knowledge on buyer-seller interactions. The volume is divided into three major sections. Section 1 includes four papers on communication patterns and cognitive responses of buyer-seller interactions. Section 2 has four papers focusing on variables buyers and sellers bring with them to face-to-face meeting such as demographics, physical appearances, lifestyle, and culture. The effects of persuasion strategies used during face-to-face meetings of buyers and sellers are the focus of Section 3.
Peter H. Reingen
Peter H. Reingen is Earl & Gladys Davis Distinguished Research Professor of Marketing at W.P. Carey School of Business at Arizona State University. Prior to joining the University of Arizona in 1982, Professor Reingen taught marketing at the University of Houston, University of South Carolina, and Iona College in New Rochelle, New York. Dr. Reingen received his PhD in Business Administration as well as his MBA from the University of Cincinnati. He received his BBA from Cologne College of Business Administration in Cologne, Germany.