The Effect of Salesperson Behavior and the Influence of Attributional Thinking
- Brand: Daun, Dr. Winfried
- Availability: In stock
- SKU: 9783863760069
€49,90
The past decade has seen the emergence of a particular sales and distribution model in which companies that manufacture products and sell them directly through proprietary distribution channels open these channels to third parties and often even to competitor products. One of the industries to pioneer this model has been...
The past decade has seen the emergence of a particular sales and distribution model in which companies that manufacture products and sell them directly through proprietary distribution channels open these channels to third parties and often even to competitor products. One of the industries to pioneer this model has been financial services, where the approach is referred to as an “open architecture” offering. The author's research investigates if and how customer reactions are affected when a company sells third-party products next to its in-house ones. Specifically, the study examines how customer reactions to an open architecture are influenced by salesperson behavior and attributional thinking. Following the development of a conceptual model, a qualitative pre-study and two experiments confirm the work's central hypotheses. The research has important implications for services and sales literature and it expands our understanding of the interaction among behavioral cues and customer attributions. Moreover, a number of managerially relevant propositions are forwarded on how to ensure that an open-architecture offering can be successfully delivered to customers.
Details
- Title: The Effect of Salesperson Behavior and the Influence of Attributional Thinking on Customer Reactions to an "Open Architecture" Product Offering
- Author: Dr. Winfried Daun
- ISBN: 978-3-86376-006-9
- Cover image: © Dr. Winfried Daun
- University: University of St. Gallen
- Reviewer: Prof. Dr. Torsten Tomczak, Prof. Dr. Andreas Herrmann
- Edition: 1st edition
- Published: 1st edition 12/30/2011
- Subject: Economics
- Product Type: Book (Hardcover)
- Product type: Dissertation
- Language: English
- Binding: Hardcover
- Dimensions: 21.0 x 14.8 cm (DIN A5)
- Scope: 173 pages
- Condition: New (wrapped in foil)
- Keywords: Attribution, Attributional Thinking, customer reaction, dependent measures, disconfirmed expectations, financial services, purchase decision, buying behavior, manipulation checks, open architecture, persuasiveness of reasoning, product mix, sales force competence, sales force incentiveization, salesperson behavior, Consumer behavior
Author
Winfried Daun was born in 1975 in Solingen, Germany. He studied business administration at the University of Passau and since then has held positions in international consulting, corporate brand management and marketing. With this work he gained his doctoral degree at the University of St. Gallen (HSG), Switzerland.
Downloads
DRM: Digital Watermark
This eBook contains a digital watermark and is therefore personalized for you. If the eBook is passed on to third parties abusively, it is possible to trace it back to the source.
File format: PDF (Portable Document Format)
With a fixed page layout, the PDF is particularly suitable for specialist books with columns, tables and figures. A PDF can be displayed on almost all devices, but is only suitable to a limited extent for small displays (smartphone, e-reader).
System requirements:
PC/Mac: You can read this eBook with a PC or Mac. You need a PDF viewer - e.g. Adobe Reader.
eReader: This eBook can be read with (almost) all eBook readers. However, it is not compatible with the Amazon Kindle.
Smartphone/Tablet: Whether Apple or Android, you can read this eBook. You need a PDF viewer - e.g. Adobe Reader.
Buying eBooks from abroad
For tax law reasons we can sell eBooks just within Germany and Switzerland. Regrettably we cannot fulfill eBook orders from other countries.