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How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter · Study

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ArticleHow First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter

Kenneth R. Evans2000

Article2000

How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter

Kenneth R. Evans · Robert E. Kleine

87 citations·0/0 files stored·Journal of the Academy of Marketing Science

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

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References

1990Basic Content Analysis 1981Categorization and Representation of Physics Problems by Experts and Novices*1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective 1973Perception in chess 1987Dimensions of Consumer Expertise 1977Content Analysis in Consumer Research 1981Categorization of Natural Objects 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

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2019Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective 2006Rapport Management during the Exploration Phase of the Salesperson–Customer Relationship 2010Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature 2014Which influence tactics lead to sales performance? It is a matter of style 2007The Variance in Sales Performance Explained by the Knowledge Structures of Salespeople 2017

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1992Relationship Development in Selling: A Cognitive Analysisarticle · 10 shared references 1989Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysisarticle · 9 shared references 1990Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeoplearticle · 9 shared references 2000Knowledge structures and retail sales performance: an empirical examinationarticle · 9 shared references 2005Cognitive insights into the highly skilled or expert salespersonarticle · 9 shared references 1990The Congruence of Manager Perception of Salesperson Performance and Knowledge-Based Measures of Adaptive Sellingarticle · 8 shared references

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Year2000

Typearticle

Published2000-10-01

VenueJournal of the Academy of Marketing Science

ISSN-L0092-0703

Languageen

Citations87

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1177/0092070300284004

openalex_workW2097435233

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