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Journal of Personal Selling & Sales Management Volume 34, 2014 - Issue 1
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The impact of salesperson credibility-building statements on later stages of the sales encounter

Aaron ArndtDepartment of Marketing, College of Business and Public Administration, Old Dominion University, 2147 Constant Hall, Norfolk, VA23529, USACorrespondence[email protected]
,
Kenneth EvansMichael F. Price College of Business, Dean's Office, University of Oklahoma, 307 West Brooks, NormanOK, 73019-4004, USA
,
Timothy D. LandryCollege of Business Administration, University of Alabama, 371 BAB, Huntsville, AL35899, USA
,
Sarah MadyDepartment of International Business, Kogod School of Business, American University, 4400 Massachusetts Avenue NW, Washington, DC20016-8044, USA
&
Chatdanai PongpatipatDepartment of Marketing, College of Business and Public Administration, Old Dominion University, 2147 Constant Hall, Norfolk, VA23529, USA
Pages 19-32 | Received 19 Apr 2012, Accepted 24 Jan 2013, Published online: 05 Feb 2014

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Mohammed Majeed, Seidu Alhassan, Charles Asare, Iddrisu Mohammed & Kwame Simpe Ofori. (2023) Salesforce Social Media Use, Adaptive Selling Behaviour and Consumer Outcomes in Consumer Electronics: An Emerging Market Perspective. Journal of African Business 0:0, pages 1-29.
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James J. Zboja, Susan Brudvig, Mary Dana Laird & Ronald A. Clark. (2021) The roles of consumer entitlement, persuasion knowledge, and perceived product knowledge on perceptions of sales pressure. Journal of Marketing Theory and Practice 29:4, pages 435-447.
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Aaron D. Arndt. (2021) Past performance contaminates the ADAPTS measurement. Journal of Personal Selling & Sales Management 41:3, pages 250-267.
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Richard G. McFarland & Andrea L. Dixon. (2019) An updated taxonomy of salesperson influence tactics. Journal of Personal Selling & Sales Management 39:3, pages 238-253.
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Cindy B. Rippé, Suri Weisfeld-Spolter, Alan J. Dubinsky, Aaron D. Arndt & Maneesh Thakkar. (2016) Selling in an asymmetric retail world: perspectives from India, Russia, and the US on buyer–seller information differential, perceived adaptive selling, and purchase intention. Journal of Personal Selling & Sales Management 36:4, pages 344-362.
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Articles from other publishers (10)

Jeff S. Johnson. (2023) How business-to-business salespeople deal with buying center dissenters. International Journal of Research in Marketing.
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Tobias Scholz, Jörn Redler & Sven Pagel. (2020) Re-designing adaptive selling strategies: the role of different types of shopping companions. Review of Managerial Science 15:5, pages 1243-1280.
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Jarkko Niemi & Ellen Bolman Pullins. (2020) Tell me more: how salespeople encourage customer disclosure. Journal of Business & Industrial Marketing 36:5, pages 717-728.
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Renee Rui Chen, Carol Xiaojuan Ou, Wei Wang, Zhuo Peng & Robert M. Davison. (2020) Moving beyond the direct impact of using CRM systems on frontline employees' service performance: The mediating role of adaptive behaviour. Information Systems Journal 30:3, pages 458-491.
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Jessica M. Choplin & Debra Pogrund Stark. (2019) Whispering sweet nothings: a review of verbal behaviors that undermine the effectiveness of government-mandated home-loan disclosures. Cognitive Research: Principles and Implications 4:1.
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Wee-Kheng Tan & Bo-Yuan Lee. (2019) Investigation of electronic-word-of-mouth on online social networking sites written by authors with commercial interest. Online Information Review 43:3, pages 462-480.
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Sunil Singh, Detelina Marinova, Jagdip Singh & Kenneth R. Evans. (2017) Customer query handling in sales interactions. Journal of the Academy of Marketing Science 46:5, pages 837-856.
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Donald P. AddisonIIII, Tony Lingham, Can Uslay & Olivia F. Lee. (2017) An entrepreneurial relationship marketing approach to B2B selling. Journal of Research in Marketing and Entrepreneurship 19:1, pages 2-25.
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Yuliya Yurova, Cindy B. Rippé, Suri Weisfeld-Spolter, Fiona Sussan & Aaron Arndt. (2017) Not all adaptive selling to omni-consumers is influential: The moderating effect of product type. Journal of Retailing and Consumer Services 34, pages 271-277.
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James J. Zboja, Ronald A. Clark & Diana L. Haytko. (2015) An offer you can’t refuse: consumer perceptions of sales pressure. Journal of the Academy of Marketing Science 44:6, pages 806-821.
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