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The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation
16 references·16 citing·35 second hopsampled
The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation (2005)The Effects of Sales Message and Suspicio…Communication and Persuasion: Central and Peripheral Routes to Attitude Change (2015)Communication and Persuasion:…Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent (2000)Consumers' Use of Persuasion …Development of a Scale to Measure Consumer Skepticism Toward Advertising (1998)Development of a Scale to Mea…The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…Structural Equations with Latent Variables. (1991)Structural Equations with Lat…Structural Equations with Latent Variables (1989)Structural Equations with Lat…LISREL 7 : user's reference guide (1989)LISREL 7 : user's reference g…Recent Attribution Research in Consumer Behavior: A Review and New Directions (1988)Recent Attribution Research i…Coping as a mediator of emotion. (1988)Coping as a mediator of emoti…The Power of Feelings in Understanding Advertising Effects (1987)The Power of Feelings in Unde…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Communication and Persuasion (1986)Communication and PersuasionConsumer Reactions to Product Failure: An Attributional Approach (1984)Consumer Reactions to Product…Understanding Attitudes and Predicting Social Behavior (1980)Understanding Attitudes and P…Emotional Conservatism: The Basis of Social Behavior? (1980)Emotional Conservatism: The B…From Acts To Dispositions The Attribution Process In Person Perception (1965)From Acts To Dispositions The…“This is not sponsored content” – The effects of impartiality disclosure and e-commerce landing pages on consumer responses to social media influencer posts (2019)“This is not sponsored conten…Victim or beggar? Anthropomorphic messengers and the savior effect in consumer sustainability behavior (2018)Victim or beggar? Anthropomor…The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective (2016)The combined effect of custom…How to Measure Persuasion Knowledge (2015)How to Measure Persuasion Kno…The Construct of State-Level Suspicion (2013)The Construct of State-Level …Storytelling during retail sales encounters (2013)Storytelling during retail sa…Persuasion in the Marketplace: How Theories of Persuasion Apply to Marketing and Advertising (2012)Persuasion in the Marketplace…Is the Devil in the Details? (2012)Is the Devil in the Details?Outsourcing inspiration: The performance effects of ideological messages from leaders and beneficiaries (2011)Outsourcing inspiration: The …Can including pros and cons increase the helpfulness and persuasiveness of online reviews? The interactive effects of ratings and arguments (2011)Can including pros and cons i…Suspicion and Perceptions of Price Fairness in Times of Crisis (2010)Suspicion and Perceptions of …Consumer cynicism: antecedents and consequences (2010)Consumer cynicism: antecedent…Proactive Postsales Service: When and why does it Pay Off? (2009)Proactive Postsales Service: …Sales and Sincerity: The Role of Relational Framing in Word-of-Mouth Marketing (2008)Sales and Sincerity: The Role…Gender‐related reactions to gratuitous sex appeals in advertising (2007)Gender‐related reactions to g…Deliberative and Automatic Bases of Suspicion: Empirical Evidence of the Sinister Attribution Error (2007)Deliberative and Automatic Ba…The Psychology of Interpersonal Relations. 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References

  • 1980Understanding Attitudes and Predicting Social Behavior25,805 cited
  • 1989Structural Equations with Latent Variables17,500 cited
  • 1991Structural Equations with Latent Variables.17,443 cited
  • 1989LISREL 7 : user's reference guide6,783 cited
  • 1986Communication and Persuasion5,214 cited
  • 2015Communication and Persuasion: Central and Peripheral Routes to Attitude Change4,993 cited
  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts3,796 cited
  • 1965From Acts To Dispositions The Attribution Process In Person Perception3,423 cited
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  • 2000Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent1,339 cited
  • 1980Emotional Conservatism: The Basis of Social Behavior?1,323 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1987The Power of Feelings in Understanding Advertising Effects1,119 cited
  • 1988Recent Attribution Research in Consumer Behavior: A Review and New Directions

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1,040 cited
  • 1998Development of a Scale to Measure Consumer Skepticism Toward Advertising1,033 cited
  • Cited by

    • 2011Can including pros and cons increase the helpfulness and persuasiveness of online reviews? The interactive effects of ratings and arguments264 cited
    • 2015How to Measure Persuasion Knowledge209 cited
    • 2019“This is not sponsored content” – The effects of impartiality disclosure and e-commerce landing pages on consumer responses to social media influencer posts184 cited
    • 2007Deliberative and Automatic Bases of Suspicion: Empirical Evidence of the Sinister Attribution Error172 cited
    • 2010Consumer cynicism: antecedents and consequences166 cited
    • 2007Gender‐related reactions to gratuitous sex appeals in advertising136 cited
    • 2009Proactive Postsales Service: When and why does it Pay Off?136 cited
    • 2008Sales and Sincerity: The Role of Relational Framing in Word-of-Mouth Marketing120 cited
    • 2012Is the Devil in the Details?90 cited
    • 2018Victim or beggar? Anthropomorphic messengers and the savior effect in consumer sustainability behavior82 cited
    • 2011Outsourcing inspiration: The performance effects of ideological messages from leaders and beneficiaries77 cited
    • 2013Storytelling during retail sales encounters62 cited
    • 2016The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective60 cited
    • 2010Suspicion and Perceptions of Price Fairness in Times of Crisis59 cited
    • 2013The Construct of State-Level Suspicion58 cited
    • 2012Persuasion in the Marketplace: How Theories of Persuasion Apply to Marketing and Advertising52 cited