Does the salesperson like customers? A conceptual and empirical examination of the persuasive effect of perceptions of the salesperson's affect toward customers

Research output: Contribution to journalArticle

24 Citations (Scopus)

Abstract

The influence of salespeople's characteristics on their performance has been an area of extensive research interest. This article examines an unexplored but potentially important area - the influence of customers' perceptions of a salesperson's affect toward customers on persuasion. The results of the research suggest that if customers perceive salespeople to have a positive affect toward their customers, message processing and persuasion are enhanced. In contrast, if customers perceive salespeople to have a negative affect toward customers, lower levels of persuasion and heuristic processing are observed. Managerial implications of the research are suggested and directions for future research proposed.

Original languageEnglish (US)
Pages (from-to)141-162
Number of pages22
JournalPsychology and Marketing
Volume16
Issue number2
DOIs
StatePublished - Jan 1 1999

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Persuasive Communication
Research
Salesperson
Persuasion
Salespeople

ASJC Scopus subject areas

  • Applied Psychology
  • Marketing

Cite this

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