Adaptive Selling Behavior Among Retail Salespeople: the Use of Overt Cues and Consumer Stereotypes

Lynnea Mallalieu, UNC Wilmington, USA
Adaptive Selling Behavior among Retail Salespeople: The Use of Overt Cues and Consumer Stereotypes Abstract In order to carefully scrutinize and better understand the types of selling behaviors and approaches that retail salespeople use with consumers, this paper reports some preliminary findings from qualitative depth interviews with retail salespeople working in traditional bricks and mortar establishments selling products in the electronic and home computer sectors. The aim of the research is to better understand how retail salespeople interact with consumers and what their attitudes and beliefs are concerning effective selling behaviors. Several interesting themes and findings emerged from the data, many of which provide interesting questions for future research.
[ to cite ]:
Lynnea Mallalieu (2007) ,"Adaptive Selling Behavior Among Retail Salespeople: the Use of Overt Cues and Consumer Stereotypes", in NA - Advances in Consumer Research Volume 34, eds. Gavan Fitzsimons and Vicki Morwitz, Duluth, MN : Association for Consumer Research, Pages: 409-415.