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Subtle influence: revealing the tactical functions of ingratiation in business-to-business sales meetings.

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Title: Subtle influence: revealing the tactical functions of ingratiation in business-to-business sales meetings.
Authors: Niemi, Jarkko1 (AUTHOR) Jarkko.niemi@lut.fi, Vuori, Johanna2 (AUTHOR), Timonen, Hanna3 (AUTHOR), Pullins, Ellen Bolman4 (AUTHOR)
Source: Journal of Personal Selling & Sales Management. Jun2026, p1-43. 43p. 1 Illustration.
Database: Business Source Ultimate
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PubType: Academic Journal
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      – Type: doi
        Value: 10.1080/08853134.2026.2688068
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      – Code: eng
        Text: English
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        PageCount: 43
        StartPage: 1
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      – TitleFull: Subtle influence: revealing the tactical functions of ingratiation in business-to-business sales meetings.
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            NameFull: Vuori, Johanna
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            NameFull: Timonen, Hanna
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            – D: 11
              M: 06
              Text: Jun2026
              Type: published
              Y: 2026
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              Value: 08853134
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