The persuasive effect of salesperson credibility: Conceptual and empirical examination

Research output: Contribution to journalArticlepeer-review

44 Scopus citations

Abstract

There has been extensive research on the effect of source credibility on persuasion in social psychology. This paper suggests that some of the research on source credibility in social psychology may not be valid in a personal selling situation. Thus, in a personal selling situation, relationships between buyer's prior expectations and effect of salesperson credibility are proposed and tested experimentally. Some direct effects of salesperson credibility were observed which were as suggested by social psychology research. However, inverse persuasive effects of salesperson credibility predicted by social psychology research were not observed. Managerial implications of the research are suggested and directions for future research proposed.

Original languageEnglish (US)
Pages (from-to)71-80
Number of pages10
JournalJournal of Personal Selling and Sales Management
Volume10
Issue number4
DOIs
StatePublished - Jan 1 1990

ASJC Scopus subject areas

  • Human Factors and Ergonomics
  • Management of Technology and Innovation

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