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Does the salesperson like customers? A conceptual and empirical examination of the persuasive effect of perceptions of the salesperson's affect toward customers
16 references·7 citing·38 second hop
Does the salesperson like customers? A conceptual and empirical examination of the persuasive effect of perceptions of the salesperson's affect toward customers (1999)Does the salesperson like customers? A co…Advances in Consumer Research (2025)Advances in Consumer ResearchThe Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…Antecedents and Consequences of Attitude Toward the Ad: A Meta-Analysis (1992)Antecedents and Consequences …Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…The service-quality puzzle (1988)The service-quality puzzleSERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)SERVQUAL: A multiple-Item Sca…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Category-based versus piecemeal-based affective responses: Developments in schema-triggered affect. (1986)Category-based versus pieceme…Affective Responses Mediating Acceptance of Advertising (1986)Affective Responses Mediating…Toward a consensual structure of mood. (1985)Toward a consensual structure…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …Cognitive social psychology (1982)Cognitive social psychologyAttitudes and Persuasion: Classic and Contemporary Approaches (1981)Attitudes and Persuasion: Cla…Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change (1968)Cognitive Learning, Cognitive…Can Joy Buy You Money? The Impact of the Strength, Duration, and Phases of an Entrepreneur’s Peak Displayed Joy on Funding Performance (2019)Can Joy Buy You Money? The Im…Prompting additional purchases while providing service: does it offend the customer? (2016)Prompting additional purchase…Organizational Performance and Customer Value (2009)Organizational Performance an…An Attitude-Behavior Model of Salespeople's Customer Orientation (2005)An Attitude-Behavior Model of…Kundenorientierung auf individueller Ebene: Das Einstellungs-Verhaltens-Modell (2004)Kundenorientierung auf indivi…Salespeople's affect toward customers (2003)Salespeople's affect toward c…Führungsverhalten als Einflussgröße der Kundenorientierung von Mitarbeitern: Ein dreidimensionales Konzept (2002)Führungsverhalten als Einflus…Quality Is Free: The Art of Making Quality Certain (1979)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Measuring Service Quality: A Reexamination and Extension (1992)The Behavioral Consequences of Service Quality (1996)Evolving to a New Dominant Logic for Marketing (2003)Coefficient Alpha and the Internal Structure of Tests (1951)Handbook of Industrial and Organizational Psychology. 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Beverly Hills, Cal.: Sage Publications, 1982, 176 pp., $17.95 cloth, $8.95 paper (1984)Reliability of Nominal Data Based on Qualitative Judgments (1989)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)The Essential Guide to Effect Sizes (2010)Measuring individual differences in empathy: Evidence for a multidimensional approach. (1983)Dimensions of Consumer Expertise (1987)Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople (1989)Organizational Culture and Marketing: Defining the Research Agenda (1989)Generalized expectancies for internal versus external control of reinforcement. (1966)Review of Psychometric theory (2nd ed.). (1979)Adaptability in the workplace: Development of a taxonomy of adaptive performance. (2000)Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)Implicit social cognition: Attitudes, self-esteem, and stereotypes. 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References

  • 1988SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality21,113 cited
  • 2025Advances in Consumer Research13,486 cited
  • 1985Toward a consensual structure of mood.4,370 cited
  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts4,086 cited
  • 1981Attitudes and Persuasion: Classic and Contemporary Approaches3,368 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,903 cited
  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,401 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity1,088 cited
  • 1986Affective Responses Mediating Acceptance of Advertising1,076 cited
  • 1982Cognitive social psychology1,033 cited
  • 1968Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change1,022 cited
  • 1992Antecedents and Consequences of Attitude Toward the Ad: A Meta-Analysis1,007 cited
  • 1986Category-based versus piecemeal-based affective responses: Developments in schema-triggered affect.

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615 cited
  • 1988The service-quality puzzle582 cited
  • Cited by

    • 2005An Attitude-Behavior Model of Salespeople's Customer Orientation451 cited
    • 2019Can Joy Buy You Money? The Impact of the Strength, Duration, and Phases of an Entrepreneur’s Peak Displayed Joy on Funding Performance154 cited
    • 2003Salespeople's affect toward customers38 cited
    • 2002Führungsverhalten als Einflussgröße der Kundenorientierung von Mitarbeitern: Ein dreidimensionales Konzept29 cited
    • 2004Kundenorientierung auf individueller Ebene: Das Einstellungs-Verhaltens-Modell26 cited
    • 2009Organizational Performance and Customer Value17 cited
    • 2016Prompting additional purchases while providing service: does it offend the customer?5 cited