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Journal of Personal Selling & Sales Management Volume 10, 1990 - Issue 4: Special Issue - Social Cognition in Sales
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Original Articles

The Atmospherics of Personal Selling

James C. McElroy James C. McElroy (Ph.D. Oklahoma State University) is Professor of Management, Chair of the Departments of Management, Marketing and Transportation & Logistics, and Director of the Industrial Relations Center, Iowa State University. His research has been published in a variety of journals including the Academy of Management Journal, Academy of Management Review, Journal of Applied Psychology, Journal of Management, Journal of Vocational Behavior, and Journal of Marketing. His current research interests include attribution theory, leadership, commitment and nonverbal behaviors.
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Paula C. Morrow Paul C. Morrow (Ph.D. Iowa State University) is Professor of Management, Iowa State University. Her research has been published in a variety of journals including the Academy of Management Review, Journal of Applied Psychology, Journal of Organizational Behavior, Journal of Management, and Journal of Vocational Behavior. Her current research interests include commitment, work scheduling, overqualification and nonverbal behavior.
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Sevo Eroglu Sevo Eroglu (Ph.D. Michigan State University) is an Assistant Professor of Marketing, Georgia State University. Her research has been published in Advertising Research and Practice, International Marketing Review, the Journal of Retailing, and various marketing-related proceedings. Her current research interests include the impact of retailing environments on shopping behavior and cross-cultural consumer behavior.
Pages 31-41 | Published online: 24 Oct 2013
 
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Abstract

Research on personal space, physical attractiveness, and office design is used to develop a model of personal selling atmospherics. Based on Kotler's (1973–74) suggested use of atmospherics as a marketing tool, this model proposes that the environmental factors surrounding seller-customer interactions in the personal selling context affect customer reactions to sales personnel and their subsequent purchase probability. A set of research propositions that emanate from the model are offered and discussed along with the research and practical implications of personal selling atmospherics.

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