Susceptibility to Salespersons' Influence and Consumers' Shopping Orientations
Bibliographic Data
| ID | 13655326 |
|---|---|
| Authors | Brent G Goff (Auburn University, corresponding author), David Walters (0000-0002-5973-1938, Auburn University), David L Walters (Auburn University) |
| Year | 1995 |
| Volume | 76 |
| Issue | 3 |
| Pages | 915-928 |
| Publication date | 1995-06-01 |
| Peer Reviewed | Yes |
| 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/pr0.1995.76.3.915 |
| OpenAlex | W1984001778 |
| Language | EN |
| Citations received | 4 |
| References cited | 38 |
Realizing the scarcity of research into consumers' susceptibility to salespersons' influence, this concept is developed as a general personality trait and unidimensional construct. Its associations with the two primary shopping orientations, recreational and economic, were explored. Analysis indicates that, while consumers' susceptibility to salespersons' influence and recreational shopping appear to be related, no such evidence emerged for economic shopping. These findings, as well as their various implications for marketing strategy and adaptive retail selling, are discussed
Big Five personality traits · Business · Construct (python library · Economics · Microeconomics · Personality · Recreation · Scarcity · Trait · Consumer Behavior in Brand Consumption and Identification · Consumer Retail Behavior Studies · Customer Service Quality and Loyalty · Marketing · Psychology · Social Psychology
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| Unique citing works | 4 |
|---|---|
| Citations per year | 0,13 |
| Citation span | 1996 - 2007 (12) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 4 |