Abstract:Two studies investigated whether various tactics of personal selling that generate different levels of resistance also produce different degrees of third-person perceptions. Furthermore, the studies compared third-person perceptions to the actual influence on behavior. Study 1 showed that more direct and blatant selling methods produce more TPP. Study 2 showed that people tend to underestimate the influence of the more direct method, especially with regard to themselves. The study concludes by identifying the … Show more
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