TY - JOUR AU1 - James Boles AU2 - Thomas Brashear AU3 - Danny Bellenger AU4 - Hiram Barksdale Jr AB - Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a salesperson to perform relationship selling behaviors. Relationship selling behaviors as examined in this study include interaction intensity, mutual disclosure, and cooperative intentions. The study was based on a sample of 487 business‐to‐business insurance salespeople. Findings indicate that interaction intensity and mutual disclosure have a significant effect on salesperson performance. Cooperative intentions do not influence performance. Results further demonstrate that some demographic criteria appear to be related to a salesperson’s likelihood of engaging in relationship selling. TI - Relationship selling behaviors: antecedents and relationship with performance JF - Journal of Business and Industrial Marketing DO - 10.1108/08858620010316840 DA - 2000-04-01 UR - https://www.deepdyve.com/lp/emerald-publishing/relationship-selling-behaviors-antecedents-and-relationship-with-ndcDu2pQ24 SP - 141 EP - 153 VL - 15 IS - 2/3 DP - DeepDyve ER -