The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Sascha Alavi, Johannes Habel, Christian Schmitz, Bianca Richter and Jan Wieseke
| Year of publication: |
September 2018
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|---|---|
| Authors: | Alavi, Sascha ; Habel, Johannes ; Schmitz, Christian ; Richter, Bianca ; Wieseke, Jan |
| Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 38.2018, 3, p. 323-343
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| Subject: | inspirational appeals | personal selling | customer emotions | influence tactics | Verkaufspersonal | Salespeople | Emotion | Konsumentenverhalten | Consumer behaviour | Beziehungsmarketing | Relationship marketing | Verkauf | Selling | Persönlichkeitspsychologie | Personality psychology | Motivation |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2018.1447385 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011963039