Use of closed influence tactics by salespeople: incidence and buyer attributions

Article Abstract:

Previous research has made a distinction between "open" and "closed" salesperson influence tactics (Spiro and Perreault 1979; Weitz 1981). Open tactics are conceptualized as straightforward, legitimate and above-board, whereas closed tactics are characterized as manipulative, illicit and containing an ulterior motive. This paper posits that the same behaviors may constitute either open or closed influence tactics and that it is the salesperson's intent that differentiates the two. Regardless of the salesperson's intent, however, the buyer's attributions of motive to the salesperson determine how tactical behavior is interpreted and whether it effectively influences the buyer. A model incorporating variables likely to influence the incidence of closed influence tactics by salespeople and the nature of buyer attributions is posited and a series of propositions advanced. (Reprinted by permission of the publisher.)

Influence (Psychology)

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Salesperson performance attribution processes and the formation of expectancy estimates

Article Abstract:

This study examines the relationships among salesperson performance outcomes, causal attributions, and expectancy estimates. The authors extend the conceptual work of Teas and McElroy (1986) and the empirical work of Johnston and Kim (1994) by deriving and testing a more parsimonious attribution process model. The survey findings that performance and skill/knowledge attributions have a direct relationship with salesperson expectancy estimates. In addition, the findings suggest organizational support attributions moderate the linkage between performance and salespeople's expectancies. Implications for research and practice are developed that recognize the importance of salesperson performance and cognitive processing on the motivation of sales personnel. (Reprinted by permission of the publisher.)

Research, Performance, Sales personnel, Salespeople, Expectation (Psychology), Expectations, Attribution (Social psychology), Attribution (Psychology)

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The atmospherics of personal selling

Article 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 is offered and discussed along with the research and practical implications of personal selling atmospherics. (Reprinted by permission of the publisher.)

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