Salesperson stereotypes, consumer emotions, and their impact on information processing
- UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
- James S. Boles, Professor (Creator)
- Institution
- The University of North Carolina at Greensboro (UNCG )
- Web Site: http://library.uncg.edu/
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.
Salesperson stereotypes, consumer emotions, and their impact on information processing
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Created on 12/31/2021
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Additional Information
- Publication
- Journal of the Academy of Marketing Science 23 (Spring, 1995), 94-105
- Language: English
- Date: 1995
- Keywords
- salespeople, selling environment, consumers