ABSTRACT
An obvious area for studies of interpersonal influence is buyer-seller interaction, because people constantly attempt to influence others in marketing situations in order to ob tain the best price. Several experimental attempts have been made to determine the best approaches buyers or sellers can use to increase both sales and profits from sales. Salesmen usually attempt to increase their skills on a more or less trial-and-error basis by using various approaches to potential customers, and many salesmen attribute their suc cesses to particular sales techniques they have developed.
