ISSN:0742-6046    

DOI:10.1002/mar.4220120403

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractThe authors propose that an individual's capacity to plan and delay consumer decisions may impact purchases within personal selling situations. An experiment was conducted to investigate the effects of postponing or expediting a payment for a car on purchase intentions. A scale, developed to categorize future‐ and present‐time oriented individuals, was employed as a moderating variable. The results indicate that a present‐time oriented person tends to prefer delayed payments over immediate payments. In contrast, a future‐time oriented person is more likely to prefer immediate payments than a present‐time oriented person. The results are discussed in relation to applications for developing adaptive selling strategies. © 1995 John Wiley

ISSN:0742-6046    

DOI:10.1002/mar.4220120404

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractA field experiment was conducted in which managers selected between two differentially risky candidates for an open sales position. Decision frame (gain or loss) and time until decision outcome (close or distant) were manipulated. As predicted by the Mowen and Mowen (1991) time and outcome valuation (TOV) model, an interaction occurred between decision frame and time such that preferences for the more‐ or less‐risky candidate varied based upon these conditions. The results are discussed in terms of the potential for improving sales management selection decisions. © 1995 John Wiley&Sons,

ISSN:0742-6046    

DOI:10.1002/mar.4220120405

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractCustomer orientation is a key to successful marketing strategies. In personal selling, customer orientation has been shown to be related to the quality of the customer‐salesperson relationship (Saxe&Weitz, 1978). Adaptive selling (Weitz, Sujan,&Sujan, 1986) is a theoretical perspective that suggests sales performance is related to salespeople's ability to shift their customer orientation, by adapting their behavior to different customers in different situations. This article presents personal construct theory (Kelly, 1955) as a framework for understanding how sales personnel perceive and adapt to customers. An interview technique known as laddering (Gutman, 1982; Hinkle, 1965) is used to elicit these constructs from sales personnel. Results of the interviews are compared across levels of sales experience. Consistent with the Sujan, Sujan, and Bettman (1988) findings relating sales effectiveness and breadth of knowledge structures, we find that the number of years of sales experience is related to the breadth of constructs obtained from the laddering interviews. © 1995 John Wiley&Sons, I

ISSN:0742-6046    

DOI:10.1002/mar.4220120406

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractThe effect of music‐induced pleasure and arousal on consumers' desire to affiliate in buyer‐seller interactions were investigated in the context of bank services. Background music was manipulated using classical music extracts pretested to vary in pleasure (low, moderate, and high) and arousal (low, moderate, and high) according to the Affect Grid (Russell, Weiss,&Mendelsohn, 1989). Independent and interactive effects of music‐induced pleasure and arousal on consumers' desire to affiliate were found. Higher desire to affiliate was associated with more pleasure and more arousal; pleasure had a stronger positive impact under low and high arousal than under a moderate level, and arousal had a stronger effect under low and high pleasure compared to moderate level. Theoretical and practical implications of the results are provided. © 1995 John Wiley&Son

ISSN:0742-6046    

DOI:10.1002/mar.4220120407

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractThe rapport and impression formation stages of buyer‐seller interactions are critical in determining sales call outcomes. Yet few studies have examined approaches for building favorable salesperson impressions. Moreover, it is likely that sales personnel face negative salesperson stereotypes in a variety of consumer markets. Hence, prophylactic methods for counteracting negative stereotypes may be needed. We examine the assimilatio/contrast literature to identify the likely effect of activating salesperson stereotypes in initial call contexts. In an exploratory study, we examine the assimilation effects of implicit salesperson stereotype activitation on judgments of an unknown salesperson and the contrast effects of explicit mention of category‐consistent trait information on consumer attitudes and purchase intentions. We report evidence of assimilation and contrast effects and conclude with research direction and practical implications. © 1995 John Wiley&Sons,

ISSN:0742-6046    

DOI:10.1002/mar.4220120408

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

摘要:

AbstractPrior studies of empathy have yielded conflicting findings regarding the effectiveness of empathy in improving salesperson performance. This article integrates a multidimensional conceptualization of empathy from the psychology literature with existing theory from marketing literature to suggest that perspective taking, empathic concern, emotional contagion, and controlling behaviors will differentially effect salesperson performance. Responses from a survey of business‐to‐business salespeople indicate that empathy has both positive and negative effects. Implications of the findings are explored. © 1995 John Wiley&Sons,

ISSN:0742-6046    

DOI:10.1002/mar.4220120409

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY

ISSN:0742-6046    

DOI:10.1002/mar.4220120402

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1995

数据来源: WILEY