Consumer Perception of Salesperson Influence Strategies: an Examination of the Influence of Consumer Goals
EXTENDED ABSTRACT - The present research proposes that consumers consumption-related goals that are associated with their stage in the decision making process interact with the influence strategies used by salespeople resulting in differences in how specific influence strategies are perceived. The idea that consumers have goals upon entering a sales encounter assumes that consumers are not passive bystanders during sales encounters but that they are active motivated participants. The present research adopts this motivational perspective of consumers and proposes that the goals consumers have for entering sales encounters affect their perception of various influence strategies commonly used by salespeople.
Lynnea Mallalieu (2005) ,"Consumer Perception of Salesperson Influence Strategies: an Examination of the Influence of Consumer Goals", in NA - Advances in Consumer Research Volume 32, eds. Geeta Menon and Akshay R. Rao, Duluth, MN : Association for Consumer Research, Pages: 522-523.
Lynnea Mallalieu, UNC-Wilmington
NA - Advances in Consumer Research Volume 32 | 2005
Boomerang Effect: How Sustainable Disposal Options Spur Green Consumers to Overconsume
Sommer Kapitan, Auckland University of Technology, New Zealand
Saerom Lee, University of Texas at San Antonio, USA
Eunjoo Han, Auckland University of Technology, New Zealand
B7. Conceptualizing Brand Arrogance and Its Impact on Consumer Trust
Sampoorna Nandi, University of Connecticut, USA
Robin A. Coulter, University of Connecticut, USA
Rituals Enhance Self-Brand Connection: The Role of Time Perception
Maggie Wenjing Liu, Tsinghua University
Xian Wang, Tsinghua University
Qichao Zhu, Tsinghua University