Development of a Relationship Selling Mindset: Organizational Influencers Academic Article uri icon


  • Many business-to-business sales organizations have moved to employing relationship selling as a means of generating greater levels of customer satisfaction and long-term financial success. Relationship selling, though, is distinctly different from that utilized in traditional selling. Consequently, salespeople need to develop new skills and abilities to engage successfully in relationship selling. Doing so requires their adopting a relationship selling mindset. This paper suggests how business-to-business sales managers can create an organizational infrastructure that will facilitate salespeople's adoption of such a mindset. Managers' efforts are directed chiefly at fostering a sales organization that is ready for change. 2003 by The Haworth Press, Inc. All rights reserved.

published proceedings

  • Journal of Business-to-Business Marketing

author list (cited authors)

  • Dubinsky, A. J., Chonko, L. B., Jones, E. P., & Roberts, J. A.

citation count

  • 11

complete list of authors

  • Dubinsky, Alan J||Chonko, Lawrence B||Jones, Eli P||Roberts, James A

publication date

  • November 2002