“Let's make a deal:” Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies

Holmes, Yvette; Beitelspacher, Lauren Skinner; Hochstein, Bryan; Bolander, Willy

doi:10.1016/j.jbusres.2017.04.009

Cited by 34 publications

(32 citation statements)

References 53 publications

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“…On the other hand, supervisors will be able to communicate the CSR strategy widely and appropriately, and in turn, salespeople can learn about the strategy. This opportunity is important because the adaptive selling that salespeople face today requires them to have a good understanding of customer needs, the resources available to them, and the company's strategy [100]. Additionally, salespeople may feel that CSR practices hinder their daily tasks because they may believe that the company spends its marketing budget on those CSR activities, which may complicate their relationship with customers.…”

Section: Discussionmentioning

confidence: 99%

Responsible Leadership and Salespeople’s Creativity: The Mediating Effects of CSR Perceptions

2019

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Although sales tasks require creative thinking, salespeople’s creativity has been identified as one of the most under-researched topics in the sales literature. This study contributes to filling this gap by understanding how responsible leadership and corporate social responsibility (CSR) perceptions can contribute to fostering salespeople’s creativity. This study’s empirical analysis is based on information provided by 176 supervisor–salesperson dyads from 96 companies, and the results indicate that responsible leadership is positively related to salespeople’s creativity. Furthermore, our findings confirm that the relationship between responsible leadership and salespeople’s creativity is mediated by salespeople’s CSR perception, their job satisfaction, and their identification with the organization. Sales leaders should recognize that by practicing responsible leadership behavior, they can create this type of work environment for their subordinates.

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Section: Discussionmentioning

confidence: 99%

Responsible Leadership and Salespeople’s Creativity: The Mediating Effects of CSR Perceptions

2019

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“…Negotiation intention is the purposeful instigation of strategy in order to receive a discount, while general bargaining propensity is defined as when customers have a positive attitude towards negotiating activities (Wieseke et al, 2014). Those who crave the opportunity to bargain and relish such interactions pursue opportunities to use their negotiating skills (Holmes, Beitelspacher, Hochstein & Bolander, 2017;Schneider, Rodgers & Bristow 1999). Similarly, tourists who enjoy the activity will negotiate on all items, and possess an array of tactics and strategies to employ, while those who consider negotiating stressful will actively avoid it (Wu, Wall & Pearce, 2014).…”

Section: Research Framework and Hypothesesmentioning

confidence: 99%

Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran

Thompson

Baxter

Curran

et al. 2017

Current Issues in Tourism

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This paper examines the effects of negotiation intention, bargaining propensity, and discount satisfaction on word-of-mouth (WoM) behaviours for tourists visiting Tabriz bazaar, Iran. Data from 615-survey respondents highlights that tourists are motivated to conduct WoM behaviour when they are experientially satisfied with the opportunity to negotiate and bargain, and when they are satisfied with the discount they receive. This paper makes theoretical contributions to Social-Exchange-Theory and presents managerial implications for policy-makers to generate tourism development.

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“…In modern selling techniques, adaptive selling means that salespeople adapt their sales approach based on customer needs or feedback (Holmes et al, 2017). Therefore, successful selling depends on the salesperson's ability to adjust their sales delivery based on a customer's needs or concerns.…”

Section: Theoretical Background and Hypothesis Developmentmentioning

confidence: 99%

The Impact of Passion on Sales Performance: Is Negotiation a Missing Link?

Tran

Nguyen

2020

Australasian Marketing Journal

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This study introduces the passion construct to the sales management literature and proposes a model of passion that links two types of passion – harmonious passion and obsessive passion – to sales performance via four different negotiation strategies. Results from a survey of 322 salespeople from various industries in a metropolitan city indicate that harmonious passion positively influences the integrating and obliging negotiation strategies, which enhance sales performance. On the other hand, obsessive passion is found to positively affect avoiding and dominating negotiation strategies, which are also related to sales performance. The study also provides future research and practical implications for job passion and performance management in B2B companies in a transition market.

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“Let's make a deal:” Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies

Cited by 34 publications

References 53 publications

Responsible Leadership and Salespeople’s Creativity: The Mediating Effects of CSR Perceptions

Responsible Leadership and Salespeople’s Creativity: The Mediating Effects of CSR Perceptions

Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran

The Impact of Passion on Sales Performance: Is Negotiation a Missing Link?

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