search query: @indexterm SALESPEOPLE / total: 142
reference: 33 / 142
| Author: | Sharma, A. Levy, M. |
| Title: | Salespeople's affect toward customers: why should it be important for retailers? |
| Journal: | Journal of Business Research
2003 : JUL, VOL. 56:7, p. 523-528 |
| Index terms: | Performance appraisal Retailing Salespeople Selection of personnel |
| Freeterms: | Affect |
| Language: | eng |
| Abstract: | The influence of salespeople's affect toward customers on their performance is examined in this article. It has been suggested in previous research that if customers perceive salespeople to have a positive affect toward their customers, message processing and persuasion are enhanced. This study empirically establishes a positive relationship between retail salespeople's affect toward customers and their sales performance. |
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