Selling services: a contingency model

Abstract

Presents a services selling model which acknowledges the unique difficulties faced by service sector salespeople. Identifies two classes of activities as having significant input to the success of service salespeople. Remedies some deficiencies of an earlier model and provides an improved normative framework for further testing and development.

Citation

Buttle, F.A. (1993), "Selling services: a contingency model", Journal of Services Marketing, Vol. 7 No. 3, pp. 36-48. https://doi.org/10.1108/08876049310044565