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Influence of Consumer Motivation on Salesperson Appraisal

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ISBN-10: 3843365032

ISBN-13: 9783843365031

Edition: N/A

Authors: Lynnea Mallalieu

List price: $67.00
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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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Book details

List price: $67.00
Publisher: Lambert Academic Publishing
Binding: Paperback
Pages: 104
Size: 6.00" wide x 9.00" long x 0.25" tall
Weight: 0.374
Language: English