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Unformatted text preview: taking into account the mind-set and behavior condition. Hypothesis 5 and 6 looked at the specific individual emotions that consumers had during a sales encounter. The researchers conducted two experiments, manipulating the sales person through scripting. The overall methods were the same as used in industrial purchasing research, channels research, and when researching the trust between the salesperson and customer. The results from the studies supported five out of the six hypotheses. The one test that was rejected was within the fifth hypothesis. When the sales person understands the consumer, and is able to identify where they are within the buying decision, the sales person can better take care of the customer. By leaving the customer with positive feelings in regards to the business, everybody wins....
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This note was uploaded on 07/17/2011 for the course RES 342 taught by Professor Carey during the Spring '08 term at University of Phoenix.
- Spring '08