AUTHOR: Mangus, Stephanie M.
Do Opposites Attract?
[6/1/2019]
Stephanie M. Mangus, PhD and Ayalla Ruvio, PhD
Relationships are multidimensional and have external social factors acting on them to make them stronger or break them down. Therefore, it is imperative, especially in buyer-seller relationships, to utilize both similarities and differences between individuals to strengthen the relationship
Gratitude in Buyer-Seller Relationships
[9/1/2018]
Stephanie M. Mangus, PhD, Dora E. Bock, PhD, Eli Jones, PhD, and Judith Anne Garretson Folse, PhD
Gratitude has immense value to firms and is linked to increases in share of wallet, sales revenue, sales growth, and customer commitment. Our research shows how sales professionals can improve their relational outcomes with customers by fostering more grateful customers through their own expressions of gratitude
