Concepedia

Sales Narrative

Sales Narrative is a structured, persuasive communication framework within the domain of sales presentation that distinguishes itself by integrating a coherent storyline to align customer needs, value propositions, and solution benefits in a manner that guides decision-making.

15

Publications

1.6K

Citations

22

Authors

17

Institutions

Publications per year

2017–2026

3

Parents

Publications

15

Narrative Processing: Building Consumer Connections to Brands

Jennifer Edson Escalas · Journal of Consumer Psychology · 2004 · 736 citations

, , +14

Strategic stories: how 3M is rewriting business planning.

GP Shaw, Robert Brown, Philip Bromiley · PubMed · 1998 · 228 citations

, , +17

Marketing activity, blogging and sales

Hiroshi Onishi, Puneet Manchanda · International Journal of Research in Marketing · 2012 · 189 citations

, , +12

Storytelling by the sales force and its effect on buyer–seller exchange

David A. Gilliam, Karen Flaherty · Industrial Marketing Management · 2015 · 82 citations

, , +8

Storytelling during retail sales encounters

David A. Gilliam, Alex R. Zablah · Journal of Retailing and Consumer Services · 2013 · 60 citations

, , +12

1–5 of 15

Authors

22

  1. DA
    David A. Gilliam

    University of Arkansas at Little Rock, United States

    4 publications · 188 citations

    4

    h-index

  2. HO
    Hiroshi Onishi

    University of Yamanashi, Japan

    2 publications · 221 citations

    2

    h-index

  3. PM
    Puneet Manchanda

    University of Michigan, United States

    2 publications · 221 citations

    2

    h-index

  4. MA
    Marvin A. Jolson

    University of Maryland, College Park, United States

    2 publications · 56 citations

    2

    h-index

  5. KF
    Karen Flaherty

    Oklahoma State University, United States

    2 publications · 108 citations

    2

    h-index

1–5 of 22

Institutions

17

  1. University of Arkansas at Little Rock

    Little Rock, United States

    4 h-index

    5 publications

    208 citations

  2. Oklahoma State University

    Stillwater, United States

    2 h-index

    2 publications

    108 citations

  3. University of Michigan

    Ann Arbor, United States

    2 h-index

    3 publications

    253 citations

  4. Ross School

    East Hampton, United States

    2 h-index

    3 publications

    253 citations

  5. George Mason University

    Fairfax, United States

    1 h-index

    1 publications

    60 citations

  6. National Taipei University of Technology

    Taipei, Taiwan

    1 h-index

    1 publications

    17 citations

  7. University of Maryland, College Park

    College Park, United States

    1 h-index

    1 publications

    21 citations

  8. 3M (United States)

    Saint Paul, United States

    1 h-index

    1 publications

    228 citations

1–8 of 17

Venues

  1. Journal of Marketing

    JM · 2 publications · 56 citations

    2

    h-index

  2. Industrial Marketing Management

    2 publications · 138 citations

    2

    h-index

  3. International Journal of Research in Marketing

    IJRM · 1 publications · 189 citations

    1

    h-index

  4. 1

    h-index

  5. Choice Reviews Online

    CRO · 1 publications · 37 citations

    1

    h-index

1–5