Consumer Behavior Category
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.