Agency-Client Chemistry: Demographic and Psychographic Influences

During the 1990s there was a significant decline in the length of agency-client partnerships. Effective communication and interpersonal rapport are crucial in the maintenance of successful buyer-seller relationships and this study examines whether these factors influenced the decline.

Agencyclient chemistry: demographic and psychographic influences

Michael T. Ewing, Curtin University of Technology, Australia Tanya M. Pinto, The Richards Group, Dallas Geoffrey N. Soutar, University of Western Australia

INTRODUCTION

One of the major challenges...