Therapeutic Assessment of Salespersons' Empathy and Sales Performance
Bibliographic Data
| ID | 13653189 |
|---|---|
| Authors | Charles E Pettijohn (Missouri State University, corresponding author), Lyndon E Dawson (Louisiana Tech University), Barlow Soper (Behavioral Sciences, Louisiana Tech University) |
| Year | 1989 |
| Volume | 64 |
| Issue | 3 |
| Pages | 883-886 |
| Publication date | 1989-06-01 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Psychological Reports (JOURNAL) |
| Journal identifiers | ISSN: 0033-2941 • E-ISSN: 1558-691X |
| Publisher | SAGE Publishing (PUBLISHER • US) |
| DOI | 10.2466/pr0.1989.64.3.883 |
| OpenAlex | W2079076878 |
| Language | EN |
| References cited | 4 |
The empathy subscale of the Barrett-Lennard Relationship Inventory was used by recent customers to assess empathy levels of 30 new-car salespersons. Salespersons were assigned to low, medium, or high empathy groups and compared on three indicators of sales performance. Contrary to expectations, no performance differences were found. Possible reasons for these results were discussed, as were suggestions for further research
Empathy · Applied Psychology · Clinical Psychology · Counseling, Therapy, and Family Dynamics · Psychology · Psychotherapy Techniques and Applications · Social Psychology · Transactional Analysis in Psychotherapy
| Highly cited | No |
|---|