The Atmospherics of Personal Selling

James C. McElroy · Paula Christine Morrow · Sevo Eroglu

37 citations0/0 files storedJournal of Personal Selling and Sales Management

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Consumer Retail Behavior Studies Customer Service Quality and Loyalty Employee Performance and Motivation

Abstract

Research on personal space, physical attractiveness, and office design is used to develop a model of personal selling atmospherics. Based on Kotler's (1973–74) suggested use of atmospherics as a marketing tool, this model proposes that the environmental factors surrounding seller-customer interactions in the personal selling context affect customer reactions to sales personnel and their subsequent purchase probability. A set of research propositions that emanate from the model are offered and discussed along with the research and practical implications of personal selling atmospherics.

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1958The psychology of interpersonal relations.2025Advances in Consumer Research 1958The Psychology of Interpersonal Relations.1973The Hidden Dimension 1972What is beautiful is good.1967Attribution theory in social psychology 1965From Acts To Dispositions The Attribution Process In Person Perception 1974Atmospherics as a Marketing Tool

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