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Salespeople's affect toward customers: Why should it be important for retailers?

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  • Sharma, Arun
  • Levy, Michael

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  • Sharma, Arun & Levy, Michael, 2003. "Salespeople's affect toward customers: Why should it be important for retailers?," Journal of Business Research, Elsevier, vol. 56(7), pages 523-528, July.
    • Handle: RePEc:eee:jbrese:v:56:y:2003:i:7:p:523-528
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    References listed on IDEAS

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    1. Friestad, Marian & Wright, Peter, 1994. "The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(1), pages 1-31, June.
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    1. Echchakoui, Saïd, 2016. "Relationship between sales force reputation and customer behavior: Role of experiential value added by sales force," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 54-66.
    2. João Proença & Inês Pereira, 2008. "Exploring the consumption of charity-linked products," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 5(1), pages 53-69, June.
    3. Echchakoui, Saïd, 2015. "Drivers of sales force equity in the service industry," Journal of Retailing and Consumer Services, Elsevier, vol. 27(C), pages 140-153.
    4. Pandey, Pallavi & Singh, Saumya & Pathak, Pramod, 2021. "An exploratory study on factors contributing to job dissatisfaction of retail employees in India," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    5. Sylvain Sénéchal & Laurent Georges & Jean Pernin, 2014. "Alliances Between Corporate and Fair Trade Brands: Examining the Antecedents of Overall Evaluation of the Co-branded Product," Journal of Business Ethics, Springer, vol. 124(3), pages 365-381, October.
    6. Shamim, Amjad & Abid, Muhammad Farrukh & Ahmad, Farooq, 2024. "S–O–R based experiential framework for measuring in-store customer satisfaction in non-fuel retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
    7. Haas, Alexander & Kenning, Peter, 2014. "Utilitarian and Hedonic Motivators of Shoppers’ Decision to Consult with Salespeople," Journal of Retailing, Elsevier, vol. 90(3), pages 428-441.

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