Adaptive selling - insights from social cognition

Article Abstract:

Based upon considerable evidence reported and discussed in the social cognition literature, it is quite probable that there are many basic perception and information use problems surfacing during a sales interaction. These problems basically stem from the manner in which the prior expectations individuals hold affect reactions to newly presented information or situations. Until now, only the facilitative aspects of this knowledge have been recognized, primarily within the context of the adaptive selling framework. Given the view of limited and biased cognition present in the social cognition literature, several implications need to be considered. The views expressed present a necessary supplement to the adaptive selling framework, and several practical and research issues are identified. (Reprinted by permission of the publisher.)

Research, Usage, Social perception, Adaptability (Psychology), Psychological research

---

A practical theory of persuasion based on behavioral science approaches

Article Abstract:

The technique of persuasion in selling is theorized and a practical approach (Action Theory of Persuasion) is suggested. Steps in decision-making, such as asking if there is a need for action, if is there a choice of actions, choosing the preferred action and the decision to take an indicated course of action, are discussed before going on to practical applications. Some of the things the persuader can do to influence another are to increase or decrease the importance or perceived probabilities of the rewards or penalties, introduce new rewards or modify rewards, shift the decision to another, or increase or decrease the complexity of the decision. Persuasion strategy and examples of how this can be used by sales personnel end the article.

Practice, Persuasion (Psychology)

---

Decision-making processes and formation of salespeople's expectancies, instrumentalities, and valences

Article Abstract:

The article offers a set of research propositions that apply behavioral decision theory to an expectancy framework. Sales personnel motivation and individual mental process variables are discussed.

Expectations, Expectation (Philosophy)

Similar abstracts:

• Abstracts: Phoning in sick from the sexual revolution. The irresistible rise of curves
• Abstracts: The high fashion capital of cool. Strong pound brings Britons bargain breaks
• Abstracts: Everything is coming up roses for students with learning difficulties. Is this a digger I see before me?
• Abstracts: Boning up on density screening. Years of conflict seem certain on the length and content of education for pharmacists
• Abstracts: Retailers flock to Dallas and Chicago for year-end shows. PSM interview: Cherie Oehlerkins

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.