@article{05d638266e4c456cb7c2e5828c5b897a,
title = "Adapting sales influence tactics in the information intensive era",
keywords = "Adaptive selling behaviors, Critical incident technique, Customer informedness, Information intensive era, Salesperson influence tactics",
author = "Leach, {Mark P.} and Epler, {Rhett T.} and Sijun Wang",
note = "Publisher Copyright: {\textcopyright} 2020, Emerald Publishing Limited.",
year = "2021",
month = aug,
day = "13",
doi = "10.1108/JBIM-10-2019-0463",
language = "English",
volume = "36",
pages = "1261--1272",
journal = "Journal of Business and Industrial Marketing",
issn = "0885-8624",
publisher = "Emerald",
number = "8",
}