The Influence of Consumer Motivation on Salesperson Appraisal: an Examination of Consumers' Cognitive and Emotional Responses to Salesperson Behavior - Lynnea Mallalieu - Bøger - LAP LAMBERT Academic Publishing - 9783843365031 - 14. november 2010
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Lynnea Mallalieu
The Influence of Consumer Motivation on Salesperson Appraisal: an Examination of Consumers' Cognitive and Emotional Responses to Salesperson Behavior

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The mind-set of consumers affects cognitive appraisals and emotional responses to salesperson behavior. A congruency mechanism operates during a sales encounter between the consumer and the salesperson. When congruency between mind-set and selling behavior is present, positive cognitive and emotional responses are triggered. When incongruency is present, negative cognitions and emotional responses are triggered. Understanding the congruency mechanism leads to more effective use of selling behaviors.

Medie Bøger     Paperback Bog   (Bog med blødt omslag og limet ryg)
Udgivet 14. november 2010
ISBN13 9783843365031
Forlag LAP LAMBERT Academic Publishing
Antal sider 104
Mål 150 × 6 × 226 mm   ·   173 g
Sprog Tysk  

Se alt med Lynnea Mallalieu ( f.eks. Paperback Bog )