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Understanding the Role of Consumer Motivation and Salesperson Behavior in Inducing Positive Cognitive and Emotional Responses During a Sales Encounter
16 references·8 citing·44 second hop
Understanding the Role of Consumer Motivation and Salesperson Behavior in Inducing Positive Cognitive and Emotional Responses During a Sales Encounter (2008)Understanding the Role of Consumer Motiva…Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion (2004)Goal Seeker and Persuasion Se…Social influence: Social norms, conformity and compliance. (1998)Social influence: Social norm…Measuring Emotions in the Consumption Experience (1997)Measuring Emotions in the Con…A means-end chain approach to consumer goal structures (1995)A means-end chain approach to…The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…The Psychology of Unavailability: Explaining Scarcity and Cost Effects on Value (1992)The Psychology of Unavailabil…Emotion And Adaptation (1991)Emotion And AdaptationEffects of Alternative Types of Influence Strategies under Different Channel Dependence Structures (1990)Effects of Alternative Types …Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople (1990)Client Evaluation Cues: A Com…A Continuum of Impression Formation, from Category-Based to Individuating Processes: Influences of Information and Motivation on Attention and Interpretation (1990)A Continuum of Impression For…Development and validation of brief measures of positive and negative affect: The PANAS scales. (1988)Development and validation of…Dimensions of Consumer Expertise (1987)Dimensions of Consumer Expert…Influence : science and practice (1985)Influence : science and pract…Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach (1984)Purchasing Agents' Perception…A circumplex model of affect. (1980)A circumplex model of affect.A Theory of Social Comparison Processes (1954)A Theory of Social Comparison…News Subscription Motivation: Why Audiences Pay for News (2024)News Subscription Motivation:…Salesperson rapport: a literature review and research agenda for an evolving digital sales process (2023)Salesperson rapport: a litera…Asking your phone or a frontline employee? The influence of in‐store information source on choice overload, responsibility, and confidence among young consumers (2023)Asking your phone or a frontl…The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling (2022)The (quiet) ego and sales: Tr…Process vs. outcome: Effects of food photo types in online restaurant reviews on consumers’ purchase intention (2022)Process vs. outcome: Effects …The Ambivalent Consumer: A Sequential Investigation of Response Amplification in Buyer-Seller Encounters (2015)The Ambivalent Consumer: A Se…Approach or avoid? The effect of regulatory focus on consumer behavioural responses to personal selling attempts (2014)Approach or avoid? The effect…La dé-individuation économique dans la filière viticole française (2011)La dé-individuation économiqu…Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Attitude-behavior relations: A theoretical analysis and review of empirical research. 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References

  • 1988Development and validation of brief measures of positive and negative affect: The PANAS scales.31,356 cited
  • 1954A Theory of Social Comparison Processes20,836 cited
  • 1980A circumplex model of affect.16,320 cited
  • 1991Emotion And Adaptation12,682 cited
  • 1987Dimensions of Consumer Expertise4,373 cited
  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts3,796 cited
  • 1985Influence : science and practice3,573 cited
  • 1990A Continuum of Impression Formation, from Category-Based to Individuating Processes: Influences of Information and Motivation on Attention and Interpretation3,365 cited
  • 1998Social influence: Social norms, conformity and compliance.2,640 cited
  • 1997Measuring Emotions in the Consumption Experience1,970 cited
  • 1995A means-end chain approach to consumer goal structures507 cited
  • 2004Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion301 cited
  • 1990Effects of Alternative Types of Influence Strategies under Different Channel Dependence Structures153 cited
  • 1992The Psychology of Unavailability: Explaining Scarcity and Cost Effects on Value147 cited
  • 1984Purchasing Agents' Perceptions of Industrial Buying Center Influence: A Situational Approach

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145 cited
  • 1990Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople130 cited
  • Cited by

    • 2022Process vs. outcome: Effects of food photo types in online restaurant reviews on consumers’ purchase intention105 cited
    • 2023Salesperson rapport: a literature review and research agenda for an evolving digital sales process26 cited
    • 2022The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling22 cited
    • 2014Approach or avoid? The effect of regulatory focus on consumer behavioural responses to personal selling attempts17 cited
    • 2015The Ambivalent Consumer: A Sequential Investigation of Response Amplification in Buyer-Seller Encounters17 cited
    • 2024News Subscription Motivation: Why Audiences Pay for News11 cited
    • 2023Asking your phone or a frontline employee? The influence of in‐store information source on choice overload, responsibility, and confidence among young consumers8 cited
    • 2011La dé-individuation économique dans la filière viticole française0 cited