Influence tactics, relational conditions, and key account managers' performance

Building on the adaptive application of influence tactics, this study explores the contingent nature of influence tactics in buyer-seller exchanges. Specifically, we examine the differential effectiveness of various influence tactics (i.e., promises, threats, recommendations, information exchange, ingratiation, and inspirational appeals) used by key account managers in driving sales performance under social (i.e., trust) and economic (i.e.,...