Dissertation Information for Katherine B. HartmanNAME:
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SCHOOL: ADVISORS: COMMITTEE MEMBERS: MPACT Status: Incomplete - Not_Inspected Title: Influence strategies in retail sales situations: A contingency perspective Abstract: The goal of the dissertation is to examine the use and effectiveness of retail salespeople's influence strategies in the retail sales setting from the customer's perspective. The objectives are to (1) investigate the impact that using these influence strategies has on customer purchase behavior change and (2) determine whether different influence strategies are more or less effective in the presence or absence of various situational factors. Specifically, the study investigated consumer reactions to the use of eight influence strategies (i.e. bargaining, compliments, consultation, expert information, negative information, pressure, referent information, and reward) and examined the moderating effects of specific situational factors. |
MPACT Scores for Katherine B. HartmanA = 0 Advisors and Advisees Graph |