Theories to Understand Selling and Marketing Relationships
What is Relationship Marketing (RM)?
Relationship Marketing Defined
Relationship Marketing,…..From 4Ps to 4Cs
Two Viewpoints on Relationships
Customer/buyer’s Viewpoint
Supplier/Salespersons’ Viewpoint
Relationships in Marketing
The Sales Process: Selling Foundations
Relationship Development
Relationship Development
Understanding Sales Relationships
Social Penetration Theory (SPT)
Areas of Interest for the Social Penetration Theory
Reward/Cost Aspects of Framework
Interpersonal Reward / Cost Aspects of Social Penetration Process
Uncertainty Reduction Theory (URT)
URT

Relationship Development
The two-way flow of information is what distinguishes personal selling from other forms of promotion (communication).

It is through the act of disclosing information to the other party that buyers and sellers seek to determine service/product- related suitability and interpersonal compatibility. What does this mean?