Customers' perceptions of salespersons' orientation and susceptibility to salespersons' influence

Psychological Reports

Volumn 93, Issue 2, 2003, Pages 417-418

  Goff, Brent G ^a,b   Jackson, Gary B ^a  

^a UNIVERSITY OF HOUSTON   (United States)

^b NONE   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 4243159697     PISSN: 00332941     EISSN: 1558691X     Source Type: Journal    
DOI: 10.2466/pr0.2003.93.2.417     Document Type: Article

References (7)

1. BROWN, S. P. (1990) Use of closed influence tactics by salespeople: incidence and buyer attributions. Journal of Personal Selling and Sales Management, 10, 17-29.
2. GOFF, B. G., BELLENGER, D. N., & STOJACK, C. (1994) Cues to consumer susceptibility to salesperson influence: implications for adaptive retail selling. Journal of Personal Selling and Sales Management, 14, 25-39.
3. GOFF, B. G., BOLES, J. S., BELLENGER, D. N., & STOJACK, C. (1997) The influence of salesperson selling behaviors on customer satisfaction with products. Journal of Retailing, 73, 161-169.
4. GOFF, B. G., & WALTERS, D. L. (1995) Susceptibility to salespersons' influence and shopping orientations. Psychological Reports, 76, 915-928.
5. MICHAELS, R. E., & DAY, R. L. (1985) Measuring customer orientation of salespeople: replication with industrial buyers. Journal of Marketing Research, 22, 443-446.
6. RHOADS, G. K., & LAGACE, R. R. (1989) Age and gender factors affecting the negotiation behaviors of industrial buyers. In American Marketing Association Winter Educators' Conference Proceedings. Pp. 105-109.
7. STRUTTON, D., PELTON, L. E., & LUMPKIN, J. R. (1995) Sex differences in ingratiatory behavior: an investigation of influences tactics in the salesperson-customer dyad. Journal of Business Research, 34, 35-45.