Consumer susceptibility to salesperson influence in korean department stores

Journal of International Consumer Marketing

Volumn 17, Issue 1, 2004, Pages 33-53

  Jin, Byoungho ^a   Hong, Byungsook ^b  

^a OKLAHOMA STATE UNIVERSITY   (United States)

^b Chung Ang University   (South Korea)

Author keywords

Adaptive selling; Interpersonal influence; Salesperson; Salesperson attributes

Indexed keywords

EID: 68149106699     PISSN: 08961530     EISSN: 15287068     Source Type: Journal    
DOI: 10.1300/J046v17n01_03     Document Type: Article

References (39)

1. Achrol, R. S. (1997). Changes in the theory of interorganizational relations in marketing; Toward a network paradigm. Journal of Academy of Marketing Science, 25(1), 56-71.
2. Bearden, W. O., Netemeyer, R. G., and Teel, J. E. (1989). Measurement of consumer susceptibility to interpersonal influence. Journal of Consumer Research, 15 (March), 473-481.
3. Bearden, W. O., Netemeyer, R. G., and Teel, J. E. (1990). Further validity of the consumer susceptibility to interpersonal influence scale. Advances in Consumer Research, 17, 770-776.
4. Beatty, S. E., Mayer, M., Coleman, J. E., Reynolds, K. E., and Lee, J. (1996). Customer-sales associate retail relationships. Journal of Retailing, 72(3), 223-247.
5. Butcher, K., Sparks, B., and O’Callaghan, F. (2001). Evaluative and relational influences on service loyalty. International Journal of Service Industry Management, 12(4), 310-327.
6. Churchill, Jr. G. A., Ford, N. M., Hartley, S. W., and Walker, Jr., O. C. (1985). The determinants of salesperson performance: A meta-analysis. Journal of Marketing Research, 22(5), 103-118.
7. Crosby, L. A., Evans, K. R., and Cowles, D. (1990). Relationship quality in services selling: An interpersonal influence perspective. Journal of Marketing, 54(July), 68-81.
8. Darian, J. C., Tucci, L. A., and Wiman, A. R. (2001). Perceived salesperson service attributes and retail patronage intentions. International Journal of Retail and Distribution Management, 29(5), 205-213.
9. Deutsch, M., and Gerard, H. B. (1955). A study of normative and informational influence upon individual judgement. Journal of Abnormal and Social Psychology, 51(November), 629-636.
10. D’Rozario, D., and Choudhury, P. K. (2000). Effect of assimilation on consumer susceptibility to interpersonal influence. Journal of Consumer Marketing, 17(4), 290-307.
11. Fam, K. S., and Merrilees, B. (1998). Cultural values and personal selling: A comparison of Australian and Hong Kong retailers’ promotion preferences. International Marketing Review, 15(4), 246-256.
12. Furrer, O., Liu, B.S., and Sudharshan, D. (2000). The relationships between culture and service quality perception: Basis for cross-cultural market segmentation and resource allocation. Journal of Service Research, 2(4), 355-371.
13. Goff, B. G., Bellenger, D. N., and Stojack, C. (1994). Cues to consumer susceptibility to salesperson influence: Implication for adaptive retail setting. Journal of Personal Selling and Sales Management, 14(2), 26-39.
14. Goff, B. G., Boles, J. S., Bellenger, D. N., and Stojack, C. (1997). The influence of salesperson selling behaviors on customer satisfaction with products. Journal of Retailing, 72(2), 171-183.
15. Gwinner, K. P., Gremler, D. D., and Bitner, M. J. (1998). Relational benefits in services industries: The customer’s perspective. Journal of the Academy of Marketing Science, 26(2), 101-114.
16. Hair, J. F., Anderson, R. E., Tatham, R. L., and Black, W. C. (1998). Multivariate Data Analysis (5th edition), Upper Saddle River, New Jersey: Prentice Hall.
17. Hall, E. T. (1984). The Dance of life: The other dimension of time, Garden City, N.Y.: Doubleday.
18. Hawes, J. M. C., Rao, C. P., and Baker, T. L. (1993). Retail salesperson attributes and the role of dependability in the selection of durable goods. Journal of Personal Selling and Sales Management, 13(4), 61-71.
19. Hofstede, G. (1980). Culture’s consequences: International difference in work related values, London: Sage Publications.
20. Hofstede, G. (1991). Cultures and organizations: Software of the mind, London: McGraw-Hill Book Company.
21. Johnston, M. W., Hair, J. F., and Boles, J. (1989). Why do salespeople fail? Journal of Personal Selling and Sales Management, 9(3), 53-58.
22. Kahle, L.R. (1995). Role-relaxed consumers: A trend of the 1990s. Journal of Advertising Research, 35(2), 66-71.
23. Kaiser, S. B. (1990). Social psychology of clothing: Symbolic appearance in context (2nd ed.), New York, N.Y.: Fairchild Publications.
24. Keegan, W. J. and Green, M. S. (2000). Global marketing (2nd ed). Upper Saddle River, New Jersey: Prentice-Hall.
25. Klemz, B. R. (1999). Assessing contact personnel/customer interaction in a small town; differences between large and small retail districts. Journal of Service Marketing, 13(3), 194-207.
26. Korean Chamber of Commerce (2002). Analysis on status of retail management year of 2001, p. 25.
27. Kropp, F., Lavack, A.M., and Holden, S. J. S. (1999). Smokers and beer drinkers: Values and consumer susceptibility to interpersonal influence. Journal of Consumer Marketing, 16(6), 536-557.
28. Macintosh, G., and Lockshin, L. S. (1997). Retail relationships and store loyalty: A multi-level perspective. International Journal of Research in Marketing, 14, 487-497.
29. Mattila, A. S. (1999). The role of culture in the service evaluation processes. Journal of Service Research, 1(3), 250-261.
30. Mitchell, V. W., and Vassos, V. (1997). Perceived risk and risk reduction in holiday purchase: A cross-cultural and gender analysis. Journal of Euromarketing, 6(3), 47-79.
31. Onkvisit, S., and Shaw, J. J. (1989). International marketing: Analysis and strategy, Columbus, Ohio: Merrill.
32. Reynolds, K. E., and Beatty, S. E. (1999). Customer benefits and company consequences of customer-salesperson relationships in retailing. Journal of Retailing, 75(1), 11-32.
33. Singhapakdi, A., Rawwas, M. Y. A., Marta, J. K., and Ahmed, M. I. (1999). A cross-cultural study of consumer perceptions about marketing ethics. Journal of Consumer Marketing, 16(3), 257-272.
34. Sharma, A. (2001). Consumer decision-making, salespeople’s adaptive selling and retail performance. Journal of Business Research, 54, 125-129.
35. Suh, S., Hong, B.S., and Jin, B. (2002). Fashion business, Seoul: Hyung-Sul Publications. (in Korean).
36. Weitz, B. A., and Bradford, K. D. (1999). Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science, 27(2), 241-254.
37. Weitz, B. A., Sujan, H. and Sujan, M. (1986). Knowledge, motivation, and adaptive behavior: A framework for improving selling effectiveness. Journal of Marketing, 50(October), 174-191.
38. Winsted, K. R. (1997). The service experience in two cultures: A behavioral perspective. Journal of Retailing, 73(3), 337-360.
39. Yoo, C-J., and Kim, S-H. (1994). Study of shopping behavior based on ethnographic approach: extended concept, variety of feelings and variety of shopping motives. Journal of Consumer Studies, 5(2), 45-63. (in Korean).