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Cited by 199Customer Service Quality and LoyaltyPsychology of Social InfluenceEmployee Performance and Motivation

The DOI matches its Crossref record; 47 of the 47 references it cites were found in a registry or an index.

The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation

DeCarlo, Thomas E.·2005·Journal of Consumer Psychology
DOI 10.1207/s15327663jcp1503_9
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Abstract

This research investigates the extent to which a salesperson's presentation and consumer suspicion of ulterior motive affect salesperson evaluations and purchase intentions. Study 1 indicates that a salesperson's presentation plays an essential role in confirming or discontinuing consumer suspicion and that this process has important implications in the formation of salesperson attitudes. Evidence from Study 2 demonstrates that these interaction effects are mediated by persuasion‐motive attributions. The findings also support a direct link between attitude toward the salesperson and purchase intentions. Collectively, these results extend the persuasion literature by demonstrating that suspicion of motive is a dynamic state in which consumers entertain rival hypotheses about the salesperson (e.g., is the salesperson truly motivated to help me, or motivated to make his or her commission?) and that, depending on the degree of suspicion, the same salesperson's tactics will be processed very differently by consumers.

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Crossref · 10.1207/s15327663jcp1503_9

Cites

47 of 47 references verified0 citation errors · 0 not checkable

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Research works printed but not linked: 6

  1. 10.2307/1251930 · DOI
  2. 10.1037/0022-3514.58.5.753 · DOI · Paper page
  3. Jöreskog K.G., 1996, L1SREL 8 user's reference guide
  4. 10.2307/3151775 · DOI
  5. 10.2307/3151810 · DOI
  6. 10.2307/1251723 · DOI

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Metadata

Authors
DeCarlo, T. E.
Affiliations
Iowa State University (US)
Corresponding author
DeCarlo, Thomas E.
Venue
Journal of Consumer Psychology
Publisher
Wiley
Published
2005-01
Volume
15
Issue
3
Pages
238-249
ISSN
  • 1057-7408 (ISSN-L)
  • 1532-7663
DOI
10.1207/s15327663jcp1503_9
OpenAlex
W2009455210
Cited by
199
References
47
Citations by year
2026: 12 · 2025: 12 · 2024: 20 · 2023: 16 · 2022: 13 · 2021: 11 · 2020: 12 · 2019: 13 · 2018: 12 · 2017: 6 · 2016: 6 · 2015: 12 · 2014: 4 · 2013: 8 · 2012: 9
FWCI
8.67
Type
journal article
Language
en
Open access
closed
Licence
onlinelibrary.wiley.com/termsAndConditions#vor (vor, 1119 d)
Locations
Journal of Consumer Psychology (publishedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
  • Social Sciences › Psychology › Social Psychology › Psychology of Social Influence
  • Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Employee Performance and Motivation
Keywords
salesperson performance evaluation, purchase intention

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