People buy from people they trust: Using conversation analysis to understand what salespeople do to build trust

Jarkko Juhani Niemi, Ellen Pullins

Research output: Contribution to journal › Article › Scientific › peer-review

Original language	English
Journal	Journal of Marketing Theory and Practice
ISSN	1069-6679
Publication status	Submitted - 7 Feb 2018
MoE publication type	A1 Journal article-refereed

DICIA - Digitalization in Customer Interaction
Niemi, J. (Principal Investigator), Rajala, R. (Project manager), Haakana, M. (Principal Investigator), Kaski, T. (Principal Investigator), Timonen, H. (Participant), Laakso, J. (Participant), Alamäki, A. (Participant), Holopainen, M. (Participant), Heinonen, P. (Participant) & Viitanen, M. (Participant)
01/04/2016 → 31/12/2018
Project: Research project

Cite this

@article{176a7f5e1abc422a8a894e890d6ad195,

title = "People buy from people they trust: Using conversation analysis to understand what salespeople do to build trust",

author = "Niemi, {Jarkko Juhani} and Ellen Pullins",

year = "2018",

month = feb,

day = "7",

language = "English",

journal = "Journal of Marketing Theory and Practice",

issn = "1069-6679",

publisher = "Taylor and Francis Ltd.",

}