The effects of sales presentation quality and initial perceptions on persuasion: A multiple role perspective

Journal of Business Research

Volumn 55, Issue 6, 2002, Pages 517-528

  Sparks, John R ^a   Areni, Charles S ^b  

^a UNIVERSITY OF DAYTON   (United States)

^b JAMES COOK UNIVERSITY   (Australia)

Author keywords

Personal selling; Persuasion; Sales presentation quality

Indexed keywords

EID: 0037028468     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(00)00173-9     Document Type: Article

References (46)

1. The role of argument quality in the elaboration likelihood model
2. Salesperson stereotypes, consumer emotions, and their impact on information processing
3. Source-position imbalance as a determinant of message scrutiny
4. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic and statistical considerations
5. A molecular view of powerful and powerless speech styles: Attributional consequences of specific language features and communicator intentions
6. Attributional consequences of powerful and powerless speech styles in a crisis-intervention context
7. An experimental analysis of a salesman's expert and referent bases of social power in the buyer-seller dyad
8. Communication modality as a determinant of message persuasiveness and message comprehensibility
9. Communication modality as a determinant of persuasion: The role of communicator salience
10. Heuristic processing can bias systematic processing: The effects of source credibility, argument ambiguity, and task importance on attitude judgment
11. Heuristic and systematic processing within and beyond the persuasion context
12. Salesperson communication style: The neglected dimension in sales performance
13. Speech style and impression formation in a court setting: The effects of "powerful" and "powerless" speech
14. Creative selling
15. Effects of choice and sales message on customer-salesperson interaction
16. Research by convenience
17. Fundamentals of selling: Customers for life
18. Powerful versus powerless language: Consequences for persuasion, impression formation, and cognitive response
19. Cognitive learning, cognitive response to persuasion and attitude change
20. Assessing the role of brand-related cognitive responses
21. Organization behavior
22. The effects of hedges and hesitations on impression formation in a simulated courtroom context
23. How does motivation moderate the impact of central and peripheral processing on brand attitudes and intentions?
24. Picture-based persuasion processes and the moderating role of involvement
25. The effects of open and dominant communication styles on perceptions of the sales interaction
26. Linguistic evidence
27. Caution in the use of difference scores in consumer research
28. Communication and persuasion: Central and peripheral routes to attitude change
29. The elaboration likelihood model of persuasion
30. Thought systems, argument quality, and persuasion
31. Distraction can enhance or reduce yielding to propaganda: Thought disruption versus effort justification
32. Personal involvement as a determinant of argument-based persuasion
33. Central and peripheral routes to advertising effectiveness: The moderating role of involvement
34. Theories of attitude change
35. Notes on personal feedback in sensitivity training
36. Buyer-seller interaction: A conceptual framework
37. Relational communication: Form versus content in the sales interaction
38. Communicative aspects of the service encounter
39. Factors influencing student perceptions of unethical behavior by personal salespeople
40. The impact of staff empowerment and communication style on customer evaluations: The special case of service failure
41. An investigation of the effects of language style and communication modality on persuasion
42. Influence use by industrial salesmen: Influence-strategy mixes and situational determinants
43. Consumer references for types of salesmen: A study of interdependence-dependence characteristics
44. Effectiveness in sales interactions: A contingency framework
45. Communication style in the salesperson-customer dyad
46. Message-evoked thoughts: Persuasion research using thought verbalizations