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| Author: | Evans, K. Kleine, R. |
| Title: | How first impressions of a customer impact effectiveness in an initial sales encounter |
| Journal: | Journal of the Academy of Marketing Science
2000 : FALL, VOL. 28:4, p. 512-526 |
| Index terms: | CUSTOMERS EFFECTIVENESS SALES ENCOUNTER GROUPS |
| Language: | eng |
| Abstract: | First impressions of others affect both the content and outcomes of a variety of interpersonal encounters. In sales encounters, a salesperson's first impressions of a customer provide a starting point for probing customer needs and for adapting to those needs. This implies that salesperson effectiveness in an initial sales encounter is associated - at least in part - with a salesperson's first impression of the customer. |
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