Psychological climate in franchising system channels and franchisor-franchisee solidarity

Article Abstract:

Franchising systems, which are predicted to dominate more than half of all retail sales by the year 2000, are more than economic transactional relationships. Healthy psychological climate perceptions held by the franchisees will result in solidarity which shall bind channel relations. This, in turn, is distinguished by the franchisor's and franchisee's opinions on recognition, fairness, cohesion, innovation and autonomy which will further affect the latter's level of commitment. Suggestions on how to preserve and enhance these solidarity-facilitating psychological climates are given.

Miscellaneous Store Retailers, MISCELLANEOUS RETAIL, Retail Trade NEC, Lessors of Nonfinancial Intangible Assets (except Copyrighted Works), Patent owners and lessors, Franchising, Retail industry, Retail trade, Franchises

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Sex differences in ingratiatory behavior: an investigation of influence tactics in the salesperson-customer dyad

Article Abstract:

The ingratiatory behavior used by salespersons to influence customer behavior are studied. Results show that salespersons use assertive and defensive ingratiatory techniques. Assertive strategies include self-enhancement and self-promotion while defensive strategies include attitudinal conformity and court and counsel. Customers' response to ingratiatory behavior depend on their perception of the ingratiator's motives. Male salespersons were also more liable to use self-enhancement and self-promotion.

Beliefs, opinions and attitudes, Sales management, Sex differences, Manipulative behavior

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Effects of ingratiation on lateral relationship quality within sales team settings

Article Abstract:

Ingratiation tends to create positive and negative effects on a sales team's lateral interpersonal attachment. In the case of defensive ingratiation, it creates positive effects when it is viewed as a natural social behavior that is vital to successful working relationships. It improves sales team relationships and promotes one's personal interests. Ingratiation also results in reciprocal behaviors, which promote higher lateral interpersonal attachment within work team settings.

Behavior Theory, Human behavior, Interpersonal relations, Organizational behavior

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