Managing prospect affiliation and rapport in real-life sales encounters

By C. Clark, Paul Drew, T. Pinch. 2003

98 citations recorded by the source corpus.

Subfields: Language and Linguistics, Literature and Literary Theory, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/b9817a7996979a141d67055e2ca093cd7341fbc5

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Language and Linguistics

1. Lorenza Mondada
2. Insin Kim
3. Sunghyup Sean Hyun
4. Arnulf Deppermann

In Literature and Literary Theory

1. Lorenza Mondada

In Organizational Behavior and Human Resource Management

1. Insin Kim
2. Lorenza Mondada
3. Sunghyup Sean Hyun
4. Heesup Han
5. Jinsoo Hwang
6. S. Tanford

Citations in the corpus

• The Embodied and Negotiated Production of Assessments in Instructed Actions (2009, background): “…for doctor–patient consultations; Clayman and Reisner (1998) on assessments of candidate stories presented by journalists for newspaper front pages; Clark, Drew, and Pinch (2003) on salesman/prospect interactions; Pillet-Shore (2003) on parent–teacher conferences; and Maynard (2003) on bad news…”
• Identifying Optimal Rapport-Building Behaviors In Inducing Patrons’ Emotional Attachment In Luxury Restaurants (2014, background): “For many years, it has been widely accepted that jokes and funny stories can break psychological barriers between two parties and help establish rapport (Clark et al., 2003; Hollman & Kleiner, 1997), thus creating emotional attachment (Deci & Ryan, 2000; Ryan & Deci, 2000).”