Salesperson stereotypes, consumer emotions, and their impact on information processing

Article Abstract:

This study examines salesperson stereotypes and their effect on the selling environment. After reviewing relevant literature, the authors advance a hierarchical structure of salesperson stereotype categories. Experimental results suggest that stereotypes influence consumer emotions, and these emotions then mediate the relationship between stereotype activation and subsequent consumer cognitions. (Reprinted by permission of the publisher.)

Research, Public opinion, Selling, Stereotype (Psychology), Stereotypes (Psychology), Sales personnel, Salespeople

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Representing the Perceived Ethical Work Climate Among Marketing Employees

Article Abstract:

Research concerning the work climate in regards to ethical practices by marketing employees by a measurement model that is developed and tested. Research methods, implications and limitations are included.

Statistical Data Included, Management, Usage, Officials and employees, Marketing, Work environment, Ethics

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An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships

Article Abstract:

The influence of trust upon sales manager-sales personnel relationships is analyzed. Trust influences job satisfaction and indirectly influences employee turnover.

United States, Personnel administration, Sales Management, Psychological aspects, Human resource management, Company personnel management, Job satisfaction, Sales managers, Employee turnover, Labour turnover

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