publication . Doctoral thesis . 2000

An Examination of the Influence of Consumer Motivation on Salesperson Appraisal and Emotional Response to Salesperson Behavior

Mallalieu, Lynnea Anne;
Open Access
  • Published: 25 Feb 2000
  • Publisher: Virginia Tech
  • Country: United States
This research examines the effects of consumer motivation during an interpersonal sales encounter. The research proposes that a consumer's motivational mind-set affects the consumer's cognitive appraisal of the salesperson and the consumer's subsequent emotional response. Of primary interest is the interaction between a consumer's motivation and a salesperson's behavior. A main thesis of this research is that a congruency mechanism operates between the consumer and the salesperson during a sales encounter. Depending on the consumer's mind-set and the behavioral orientation of the salesperson either a congruent or an incongruent situation will be perceived by the...
free text keywords: influence strategies, motivation, salesperson behavior, emotion
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Doctoral thesis . 2000
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