Since 2014
Salesperson authenticity and gender-based perceptions: an international study
World Journal of Social Science Research
View Archive Info| Field | Value | |
| Title |
Salesperson authenticity and gender-based perceptions: an international study
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| Creator |
Stros, Michael
Heinze, Timothy Říha, David Möslein-Tröppner, Bodo Říhová, Elena L. K. Lim, Lynn |
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| Subject |
Sales, authenticity, gender, body language, spoken word
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| Description |
Mirroring the increasing percentage of women in the professional workforce, the number of females in sales has dramatically risen in recent years. The growth of gender diversity within the world of B-to-B buying and selling requires an examination of potential gender effects associated with interpersonal communications. The latter influences perceptions of authenticity, which in turn, influence sales effectiveness. The current study uses an international sample to review interpersonal communication drivers that are associated with buyer perceptions of salesperson authenticity. Gender differences associated with the processing of body language and the spoken word are particularly examined. Results indicate that, in high-involvement sales situations, female perceptions of salesperson authenticity are highly influenced by salesperson body language. Male perceptions, conversely, are more heavily influenced by the spoken word. Implications for sales training are provided.
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| Publisher |
Institute of Eastern Europe and Central Asia
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| Date |
2020-03-14
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| Type |
info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion Peer-reviewed Articles |
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| Format |
application/pdf
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| Identifier |
http://ieeca.org/journal/index.php/JEECAR/article/view/398
10.15549/jeecar.v7i1.398 |
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| Source |
Journal of Eastern European and Central Asian Research (JEECAR); Vol 7 No 1 (2020): Journal of Eastern European and Central Asian Research; 137-149
2328-8280 2328-8272 |
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| Language |
eng
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| Relation |
http://ieeca.org/journal/index.php/JEECAR/article/view/398/275
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| Rights |
Copyright (c) 2020 Journal of Eastern European and Central Asian Research (JEECAR)
https://creativecommons.org/licenses/by/4.0 |
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