Advanced search
Publication Cover
Journal of Personal Selling & Sales Management Volume 38, 2018 - Issue 3
Submit an article Journal homepage
1,189
Views
10
CrossRef citations to date
0
Altmetric
Articles

The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?

Sascha AlaviSales and Marketing Department, University of Bochum, Universitätsstraße 150, 44780Bochum, GermanyCorrespondence[email protected]
,
Johannes HabelHidden Champions Institute (HCI), ESMT European School of Management and Technology, Schlossplatz 1, 10178Berlin, Germany
,
Christian SchmitzSales and Marketing Department, University of Bochum, Universitätsstraße 150, 44780Bochum, Germany
,
Bianca RichterSales and Marketing Department, University of Bochum, Universitätsstraße 150, 44780Bochum, Germany
&
Jan WiesekeSales and Marketing Department, University of Bochum, Universitätsstraße 150, 44780Bochum, Germany;Hidden Champions Institute (HCI), ESMT European School of Management and Technology, Schlossplatz 1, 10178Berlin, Germany;Sales and Marketing Department, Ruhr-University of Bochum, Bochum, Germany;Marketing and Retailing Department, Loughborough University, Loughborough, England
Pages 323-343 | Received 19 Jul 2017, Accepted 23 Feb 2018, Published online: 18 Apr 2018

Citations (10)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (10)

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.
Read now
Rhett T. Epler, Wyatt A. Schrock, Mark P. Leach, Kimberly D. White & Bryan Hochstein. (2023) Managing ambiguity: salesperson bricolage behavior and its organizational determinants. Journal of Personal Selling & Sales Management 0:0, pages 1-20.
Read now
Pranay Sindhu & Kumkum Bharti. (2023) Influence of chatbots on purchase intention in social commerce. Behaviour & Information Technology 0:0, pages 1-22.
Read now
Caroline Ardelet, Bénédicte De Peyrelongue & Philippe Mérigot. (2022) Within sniffing distance: impact of ambient scent and physical distancing on consumer comfort with frontline employees. Journal of Personal Selling & Sales Management 42:3, pages 265-278.
Read now
Michael L. Mallin, Tyler D. Hancock, Ellen B. Pullins & Bashar S. Gammoh. (2022) Salesperson’s perceived personal identification with supervisor and the relationship with turnover intention and performance: a mediated motivation model. Journal of Personal Selling & Sales Management 42:3, pages 243-264.
Read now
Nils M. Høgevold, Rocio Rodriguez, Göran Svensson & Mornay Roberts-Lombard. (2022) Validating the Sequential Logic of Quality Constructs in Seller-customer Business Relationships – Antecedents, Mediator and Outcomes. Journal of Business-to-Business Marketing 29:1, pages 43-67.
Read now
Sascha Alavi, Bruno Kocher, Sabrina Dörfer & Johannes Habel. (2021) The role of salesperson communication in luxury selling. Journal of Personal Selling & Sales Management 41:4, pages 301-315.
Read now
Jody Crosno, Robert Dahlstrom & Scott B. Friend. (2020) Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships. Journal of Personal Selling & Sales Management 40:3, pages 161-179.
Read now
Sascha Alavi, Johannes Habel & Kim Linsenmayer. (2019) What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales. Journal of Personal Selling & Sales Management 39:3, pages 254-263.
Read now
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.
Read now

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.