Professional Services Clients' Interaction Styles
Alreck, Pamela; Alreck, Pamela; Perdue School of Business, Salisbury State University, Salisbury, MD, 21801
Журнал:
Journal of Professional Services Marketing
Дата:
1995
Аннотация:
Professional services providers and their clients fre- quently interact with one another personally and directly. Recogniz- ing, understanding, and adapting to the client's interaction styles will facilitate interactions and enhance their effectiveness. This article describes three client interaction styles-feeling-oriented. doing-ori- ented, and owning-oriented styles. It provides professionals with guidelines for recognizing clients with each orientation, outlines what to expect from each type of client during interaction, and explains how to respond to the client's preferred style smoothly and effectively.
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