Positive and negative social reactions to salesperson deviance
Hochstein, Bryan W
Positive and negative social reactions to salesperson deviance created by Bryan W. Hochstein, Leff Bonney, and Melissa Clark - Journal of marketing theory and practice Volume 23, number 3 .
In this study, qualitative methods are used to gain a broader understanding of overall dimensions of salesperson deviant behaviors. Then reactions to the behaviors by others are explored, and contingent factors are identified that lead to either positive or negative social reactions and labels. This important aspect of salesperson deviance is explored to understand why some deviant behaviors are admired and others are shunned. Ultimately, this exploration of salesperson deviance contributes to the sales literature by developing a holistic model of salesperson deviance dimensions and the contingent factors that lead to positive and negative social reactions
Salespeople--Personality psychology--Sales behaviour
HF5415 JOU
Positive and negative social reactions to salesperson deviance created by Bryan W. Hochstein, Leff Bonney, and Melissa Clark - Journal of marketing theory and practice Volume 23, number 3 .
In this study, qualitative methods are used to gain a broader understanding of overall dimensions of salesperson deviant behaviors. Then reactions to the behaviors by others are explored, and contingent factors are identified that lead to either positive or negative social reactions and labels. This important aspect of salesperson deviance is explored to understand why some deviant behaviors are admired and others are shunned. Ultimately, this exploration of salesperson deviance contributes to the sales literature by developing a holistic model of salesperson deviance dimensions and the contingent factors that lead to positive and negative social reactions
Salespeople--Personality psychology--Sales behaviour
HF5415 JOU