Emotional behaviors in successful and failed sales interactions: A qualitative study based on a C.I.T. survey

Michel Klein, Fanny Poujol (), Bruno Lussier and Christophe Fournier
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Michel Klein: MRM - Montpellier Research in Management - UPVM - Université Paul-Valéry - Montpellier 3 - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School - UM - Université de Montpellier, UM - Université de Montpellier
Fanny Poujol: CEROS - Centre d'Etudes et de Recherches sur les Organisations et la Stratégie - UPN - Université Paris Nanterre
Bruno Lussier: HEC Montréal - HEC Montréal
Christophe Fournier: MRM - Montpellier Research in Management - UPVM - Université Paul-Valéry - Montpellier 3 - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School - UM - Université de Montpellier, UM - Université de Montpellier

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Date: 2020-04-01
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Published in National Conference in Sales Management (NCSM), Apr 2020, Norfolk, United States

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