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The Influence of Consumer Motivation on Salesperson Appraisal: An Examination of Consumers' Cognitive and Emotional Responses to Salesperson Behavior - Softcover
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.
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About the Author:
Professor Mallalieu is recognized for her research and teaching in the area of professional selling. She received her PhD in Marketing from Virginia Polytechnic Institute and State University. She is currently Associate Professor of Marketing at the University of North Carolina Wilmington.
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- PublisherLAP LAMBERT Academic Publishing
- Publication date2010
- ISBN 10 3843365032
- ISBN 13 9783843365031
- BindingPaperback
- Number of pages104
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The Influence of Consumer Motivation on Salesperson Appraisal
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The Influence of Consumer Motivation on Salesperson Appraisal: An Examination of Consumers' Cognitive and Emotional Responses to Salesperson Behavior
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The Influence of Consumer Motivation on Salesperson Appraisal
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Book Description Taschenbuch. Condition: Neu. This item is printed on demand - it takes 3-4 days longer - Neuware -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. 104 pp. Englisch. Seller Inventory # 9783843365031
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The Influence of Consumer Motivation on Salesperson Appraisal : An Examination of Consumers'' Cognitive and Emotional Responses to Salesperson Behavior
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Book Description Taschenbuch. Condition: Neu. nach der Bestellung gedruckt Neuware - Printed after ordering - 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. Seller Inventory # 9783843365031
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The Influence of Consumer Motivation on Salesperson Appraisal An Examination of Consumers' Cognitive and Emotional Responses to Salesperson Behavior
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Book Description Condition: New. Dieser Artikel ist ein Print on Demand Artikel und wird nach Ihrer Bestellung fuer Sie gedruckt. Autor/Autorin: Mallalieu LynneaProfessor Mallalieu is recognized for her research and teaching in the area of professional selling. She received her PhD in Marketing from Virginia Polytechnic Institute and State University. She is currently As. Seller Inventory # 5466451
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