Buyer Seller Interactions: Empirical Research and Normative Issues


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.


Book Information

Pages: 195
Published: 1981
New Copyright: 2012
ISBN: 9781613113448
Categories:, ,

Author information

Arch Woodside Arch Woodside

Arch Woodside is Professor of Marketing in the Carroll School of Management at Boston College. He is a Fellow of the Royal Society of Canada, Society for Marketing Advances, American Psychological Association, and the American Psychological Society. He is the Editor-in-Chief of the Journal of Business Research (published by Elsevier twelve issues per annual volume). He is a Fellow of the International Academy of Tourism Research. He co-founded the Advertising and Consumer Psychology Symposium held annually by the Society of Consumer Psychology.

Professor Woodside received his PhD from Pennsylvania State University. He received his MBA and BS from Kent State University. He is the author and editor of 41 additional monographs and textbooks relating to psychology, business and industrial marketing, and tourism. His 200+ research journal articles appear in 35 different psychology, management, marketing, and tourism journals.

Peter H. Reingen 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.


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