The effect of priming cues in sales interactions: Additional perspectives

Research output: Contribution to journalArticle

11 Citations (Scopus)

Abstract

Whittler (1994) highlighted the effect of priming in personal selling when he examined the use of subtle or unobtrusive primes in sales interactions. Stafford (1996) emphasized the implicit assumption of unobtrusive priming in Whittler's research and pointed out that in sales encounters some priming may not be unobtrusive and discussed the effect of obtrusive priming in sales interactions. This paper highlights research that suggests that the results of priming research in social psychology utilized by previous research may not be easily translatable to sales interactions. In addition, the alternate perspectives highlighted in this paper can be an impetus for future research in this area.

Original languageEnglish (US)
Pages (from-to)49-52
Number of pages4
JournalJournal of Personal Selling and Sales Management
Volume16
Issue number2
DOIs
StatePublished - Jan 1 1996

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sales
Sales
interaction
social psychology
selling
Interaction
Priming

ASJC Scopus subject areas

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

Cite this

The effect of priming cues in sales interactions : Additional perspectives. / Sharma, Arun.

In: Journal of Personal Selling and Sales Management, Vol. 16, No. 2, 01.01.1996, p. 49-52.

Research output: Contribution to journalArticle

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