search query: @author Ahearne, M. / total: 4
reference: 3 / 4
| Author: | Ahearne, M. Gruen, T. W. Jarvis, C. B. |
| Title: | If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance |
| Journal: | International Journal of Research in Marketing
1999 : DEC, VOL. 16:4, p. 269-284 |
| Index terms: | Salespeople Performance appraisal Pharmaceutical industry Companies Brands Markets |
| Language: | eng |
| Abstract: | In this study, it is empirically investigated the effect of perceived salesperson attractiveness on actual salesperson performance. A sample of 339 physicians was surveyed to get their evaluations of pharmaceutical company sales respresentatives' attractiveness and their perceptions of the mediators. Results show among others that perceived salesperson attractiveness had a significant positive effect on salesperson performance. |
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