TITLE

The Effect of Priming Cues in Sales Interactions: Additional Perspectives

AUTHOR(S)
Sharma, Arun
PUB. DATE
March 1996
SOURCE
Journal of Personal Selling & Sales Management;Spring96, Vol. 16 Issue 2, p49
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Whittier (1994) highlighted the effect of priming in personal selling when he examined the use of subtle or unobtrusive primes in sales interactions. Stafford (1996) emphasized the implicit assumption of unobtrusive priming in Whittier's research and pointed out that in sales encounters some priming may not be unobtrusive and discussed the effect of obtrusive priming in sales interactions. This paper highlights research that suggests that the results of priming research in social psychology utilized by previous research may not be easily translatable to sales interactions. In addition, the alternate perspectives highlighted in this paper can be an impetus for future research in this area.
ACCESSION #
9606162162

 

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