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The effects of sales presentation quality and initial perceptions on persuasion: a multiple role perspective

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  • Sparks, John R.
  • Areni, Charles S.

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  • Sparks, John R. & Areni, Charles S., 2002. "The effects of sales presentation quality and initial perceptions on persuasion: a multiple role perspective," Journal of Business Research, Elsevier, vol. 55(6), pages 517-528, June.
    • Handle: RePEc:eee:jbrese:v:55:y:2002:i:6:p:517-528
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    References listed on IDEAS

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    1. Miniard, Paul W, et al, 1991. "Picture-Based Persuasion Processes and the Moderating Role of Involvement," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 18(1), pages 92-107, June.
    2. Spiro, Rosann L & Perreault, William D, Jr, 1979. "Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants," The Journal of Business, University of Chicago Press, vol. 52(3), pages 435-455, July.
    3. Peter, J Paul & Churchill, Gilbert A, Jr & Brown, Tom J, 1993. "Caution in the Use of Difference Scores in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(4), pages 655-662, March.
    4. MacKenzie, Scott B & Spreng, Richard A, 1992. "How Does Motivation Moderate the Impact of Central and Peripheral Processing on Brand Attitudes and Intentions?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 18(4), pages 519-529, March.
    5. Petty, Richard E & Cacioppo, John T & Schumann, David, 1983. "Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 10(2), pages 135-146, September.
    6. Wright, Peter, 1980. "Message-Evoked Thoughts: Persuasion Research Using Thought Verbalizations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 7(2), pages 151-175, Se.
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    Cited by:

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    2. Goran Calic & Rene Arseneault & Maryam Ghasemaghaei, 2023. "The Dark Side of Machiavellian Rhetoric: Signaling in Reward-Based Crowdfunding Performance," Journal of Business Ethics, Springer, vol. 182(3), pages 875-896, January.
    3. Esmark Jones, Carol L. & Hancock, Tyler & Kazandjian, Brett & Voorhees, Clay M., 2022. "Engaging the Avatar: The effects of authenticity signals during chat-based service recoveries," Journal of Business Research, Elsevier, vol. 144(C), pages 703-716.
    4. Gretry, Anaïs & Horváth, Csilla & Belei, Nina & van Riel, Allard C.R., 2017. "“Don't pretend to be my friend!” When an informal brand communication style backfires on social media," Journal of Business Research, Elsevier, vol. 74(C), pages 77-89.

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