- Bib ID:
- 5457113
- Format:
- Book and Microform
- Author:
- Sprowl, John
- Description:
-
- [Washington, D.C.] : Distributed by ERIC Clearinghouse, 1984
- 17 p.
- Summary:
-
A study explored the effects of both the sales representative's and the target consumer's biological gender upon the persuasive strategy choice of the salesperson. Data from 204 salespeople responding to a 27-item questionnaire were collected over a 6-week period. The results indicate clear differences between men and women sales representatives with respect to compliance-gaining strategy use, with men engaging in a larger number of strategies when attempting to sell a product. However, the sex of the target customer appears to have no effect upon compliance-gaining strategy use. (EL)
- Notes:
- May also be available online. Address as at 14/8/18: https://eric.ed.gov/
- Reproduction:
- Microfiche. [Washington D.C.]: ERIC Clearinghouse microfiches : positive.
- Subject:
-
- Available From:
- ERIC
- Copyright:
-
In Copyright
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Copyright status was determined using the following information:
- Material type:
- Literary Dramatic Musical
- Published status:
- Published
- Publication date:
- 1984
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