The effectiveness of matching sales influence tactics to consumers’ avoidance versus approach shopping motivations
Wenxia Guo and Kelley Main
| Year of publication: |
2017
|
|---|---|
| Authors: | Guo, Wenxia ; Main, Kelley |
| Published in: |
European journal of marketing : EJM. - Bingley : Emerald Publishing Limited, ISSN 0309-0566, ZDB-ID 189982-X. - Vol. 51.2017, 9/10, p. 1577-1596
|
| Subject: | Regulatory focus | Avoidance and approach | Goal facilitation appraisals | Sales influence tactics | Konsumentenverhalten | Consumer behaviour | Motivation | Verkaufspersonal | Salespeople | Verkauf | Selling | Verkaufsförderung | Sales promotion | Absatz | Sales |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/EJM-05-2016-0278 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011755188