SZodixStudyAcademic Library

Shelves Open access

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

Salespeople's affect toward customers · Study

ArticleShelves

ArticleSalespeople's affect toward customers

Arun K. Sharma2003

Article2003

Salespeople's affect toward customers

38 citations·0/0 files stored·Journal of Business Research

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Employee Performance and Motivation Customer Service Quality and Loyalty Emotional Labor in Professions

Abstract

No abstract was published for this record.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 38 citations exist upstream.

References

1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity 1982Cognitive social psychology 1999Customer benefits and company consequences of customer-salesperson relationships in retailing 1988Communication, social cognition, and affect 1988NEW WRINKLES IN THE THEORY OF AGE: DEMOGRAPHY, NORMS, AND PERFORMANCE RATING.1986Effects of affective and cognitive focus on the attitude-behavior relation.

Cited by

2007Why Does Affect Matter in Organizations?2010Mindfulness-based stress reduction 2020Can sales leaders with humility create adaptive retail salespersons?2017Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work 2015Drivers of sales force equity in the service industry 2008

Related works

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

1999Does the salesperson like customers? A conceptual and empirical examination of the persuasive effect of perceptions of the salesperson's affect toward customersarticle · 6 shared references 1994Adaptive selling: The role of gender, age, sales experience, and educationarticle · 5 shared references 2001Consumer decision-making, salespeople's adaptive selling and retail performancearticle · 4 shared references 1995A personal construct analysis of adaptive selling and sales experiencearticle · 4 shared references 2013Antecedents of adaptive selling among retail salespeople: A multilevel analysisarticle · 4 shared references 1990Adaptive Selling—Insights from Social Cognitionarticle · 4 shared references

Details

Year2003

Typearticle

Published2003-06-02

VenueJournal of Business Research

ISSN-L0148-2963

Languageen

Citations38

Files0 public / 0

ShelfEmployee Performance and Motivation

Identifiers

doi10.1016/s0148-2963(01)00248-x

openalex_workW1488010643

Links

Imported from OpenAlex (CC0) — nothing here is generated.

Exploring the consumption of charity-linked products