The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion
Abstract
This article investigates how consumers respond to influence attempts by interpersonal marketing agents such as salespeople and service personnel. We conceptualize the consumer target as a goal-directed individual who attempts to manage a marketing interaction. Three qualitative data sets reveal 15 response strategies reflecting targets who are both goal seekers (i.e., attempting to utilize the agent to achieve own goals) and persuasion sentries (i.e., guarding against unwanted marketing persuasion). The target-agent relationship and the target's experience with persuasion emerge as factors that affect strategy use. An experimental study supports the proposition that the target-agent relationship interacts with persuasion experience to affect strategy usage.
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Citations
Cites
Consumers and Their Brands: Developing Relationship Theory in Consumer Research
Fournier, S. (1998) · Journal of Consumer Research · doi:10.1086/209515 · Cited by 7,542
Relationship Quality in Services Selling: An Interpersonal Influence Perspective
Crosby, L. A., Evans, K. R., & Cowles, D. (1990) · Journal of Marketing · doi:10.1177/002224299005400306 · Cited by 4,763
The Persuasion Knowledge Model: How People Cope with Persuasion Attempts
Friestad, M., & Wright, P. (1994) · Journal of Consumer Research · doi:10.1086/209380 · Cited by 3,811
Campbell, M. C., & Kirmani, A. (2000) · Journal of Consumer Research · doi:10.1086/314309 · Cited by 1,342
Self-citation
Cited by
Campbell, M. C., Mohr, G. S., & Verlegh, P. W. J. (2013) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2012.10.012 · Cited by 234
Self-citationThe Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation
DeCarlo, T. E. (2005) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1503_9 · Cited by 199
Exploring how consumers cope with online behavioral advertising
Ham, C.-D. (2017) · International Journal of Advertising · doi:10.1080/02650487.2016.1239878 · Cited by 184
Receiver responses to rewarded referrals: the motive inferences framework
Verlegh, P. W. J., Ryu, G., Tuk, M. A., & Feick, L. (2013) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-013-0327-8 · Cited by 161
Atkinson, L., & Kim, Y. (2015) · Environmental Communication · doi:10.1080/17524032.2014.932817 · Cited by 89
Metadata
- Authors
- Kirmani, A., & Campbell, M. C.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2004-12
- Volume
- 31
- Issue
- 3
- Pages
- 573-582
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2002691304
- Cited by
- 300
- References
- 4
- FWCI
- 8.61
- Type
- journal article
- Language
- en
- Open access
- closed
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Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
