haku: @journal_id 1343 / yhteensä: 429
viite: 4 / 429
| Tekijä: | Sharma, A. Levy, M. |
| Otsikko: | Salespeople's affect toward customers: why should it be important for retailers? |
| Lehti: | Journal of Business Research
2003 : JUL, VOL. 56:7, p. 523-528 |
| Asiasana: | Performance appraisal Retailing Salespeople Selection of personnel |
| Vapaa asiasana: | Affect |
| Kieli: | eng |
| Tiivistelmä: | 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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