Beyond skin-deep: Triple roles of salesperson attractiveness and consumer bargaining styles

키워드

참고문헌 (81)

1. Ahearne, M., "If looks could sell : Moderation and mediation of the attractiveness effect on salesperson performance", International Journal of Research in Marketing, 16(4), pp.269~284 (1999)[DOI]
2. Akdeniz, B., "Effectiveness of marketing cues on consumer perceptions of quality : The moderating roles of brand reputation and third-party information", Psychology & Marketing, 30(1), pp.76~89 (2013)[DOI]
3. Alavi, S., "Price negotiating for services : Elucidating the ambivalent effects on customers’ negotiation aspirations", Journal of the Academy of Marketing Science, 48(2), pp.165~185 (2020)[DOI]
4. Anderson, C., "Who attains social status? Effects of personality and physical attractiveness in social groups", Journal of Personality and Social Psychology, 81(1), pp.116~132 (2001)[DOI]
5. Ayres, I., "Race and gender discrimination in bargaining for a new car", The American Economic Review, 85(3), pp.304~321 (1995)
6. Baker, J., "The influence of multiple store environment cues on perceived merchandise value and patronage intentions", Journal of Marketing, 66(2), pp.120~141 (2002)[DOI]
7. Baskett, G. D., "Behavioral indicators of interpersonal Attraction1", Journal of Applied Social Psychology, 1(2), pp.137~149 (1971)[DOI]
8. Bolton, L. E., "Consumer perceptions of price(Un)fairness", Journal of Consumer Research, 29(4), pp.474~491 (2003)[DOI]
9. "Top holiday destinations with markets to haggle in" (2014)[URL]
10. Boyer, S. L., "The big spaces in sales negotiation research", Journal of Personal Selling & Sales Management, 42(2), pp.181~192 (2022)[DOI]
11. Caputo, A., "The relationship between cultural values, cultural intelligence and negotiation styles", Journal of Business Research, 99, pp.23~36 (2019)[DOI]
12. Cervellon, M. -C., "Judging by the wristwatch : Salespersons’responses to status signals and stereotypes of luxury clients", Journal of Retailing and Consumer Services, 51, pp.191~201 (2019)[DOI]
13. Chaipraditkul, N., "Thailand : Beauty and globalized self-identity through cosmetic therapy and skin lightening", Ethics in Science and Environmental Politics, 13(1), pp.27~37 (2013)[DOI]
14. Choi, Y. H., "Effects of Chinese consumers’ relationship benefits and satisfaction on attitudes toward foreign fashion brands : The moderating role of country of salesperson", Journal of Retailing and Consumer Services, 28, pp.99~106 (2016)[DOI]
15. Comer, L. B., "Active empathetic listening and selling success : A conceptual framework", Journal of Personal Selling and Sales Management, 19(1), pp.15~29 (1999)
16. Corfman, K. P., "The importance of others’ welfare in evaluating bargaining outcomes", Journal of Consumer Research, 20(1), pp.124~137 (1993)[DOI]
17. Crutsinger, C., "Teens’ consumer interaction styles : The impact of assertive and aggressive behaviour on attitudes towards marketing practices", International Journal of Consumer Studies, 34(2), pp.196~203 (2010)[DOI]
18. Cryder, C., "The charity beauty premium : Satisfying donors’"want"versus"should"desires", Journal of Marketing Research, 54(4), pp.605~618 (2017)[DOI]
19. De Dreu, C. K. W., "Coercive power and concession making in bilateral negotiation", The Journal of Conflict Resolution, 39(4), pp.646~670 (1995)[DOI]
20. De Dreu, C. K. W., "The influence of power on the information search, impression formation, and demands in negotiation", Journal of Experimental Social Psychology, 40(3), pp.303~319 (2004)[DOI]
21. DeShields, O. W., "Source effects in purchase decisions : The impact of physical attractiveness and accent of salesperson", International Journal of Research in Marketing, 13(1), pp.89~101 (1996)[DOI]
22. Dion, K., "What is beautiful is good", Journal of Personality and Social Psychology, 24(3), pp.285~290 (1972)[DOI]
23. Doucé, L., "Bargain effectiveness in differentiated store environments : The role of store affect, processing fluency, and store familiarity", Journal of Retailing & Consumer Services, 69, pp.103085~ (2022)[DOI]
24. Elfenbein, H. A., "Individual differences in negotiation : A relational process model", Organizational Psychology Review, 11(1), pp.73~93 (2020)[DOI]
25. Frevert, T. K., "Physical attractiveness and social status", Sociology Compass, 8(3), pp.313~323 (2014)[DOI]
26. Gillison, S. T., "Understanding customer bargaining in retail stores : A customer perspective", Journal of Marketing Theory & Practice, 22(2), pp.151~168 (2014)[DOI]
27. Goodpaster, G. S., "Primer on competitive bargaining, a", Journal of Dispute Resolution, 2, pp.325~377 (1996)
28. Grewal, D., "Do retail store environmental factors affect consumers’ price acceptability? An empirical examination", International Journal of Research in Marketing, 11(2), pp.107~115 (1994)[DOI]
29. Haas, A., "The impact of physical attractiveness on women’s social status and interactional power", Sociological Forum, 20(3), pp.449~471 (2005)[DOI]
30. Hagen, A., "An empirical quest to identify the most dominant negotiating styles among American sales managers", Journal of Promotion Management, 13(3–4), pp.413~429 (2008)[DOI]
31. Hamermesh, D. S., "Beauty and the labor market", The American Economic Review, 84(5), pp.1174~1194 (1994)
32. Henkel, A. P., "Discounting humanity : When consumers are price conscious, employees appear less human", Journal of Consumer Psychology, 28(2), pp.272~292 (2018)[DOI]
33. Hsee, C. K., "Will products look more attractive when presented separately or together", The Journal of consumer research, 25(2), pp.175~186 (1998)[DOI]
34. Jindal, P., "To bargain or not to bargain : The role of fixed costs in price negotiations", Journal of Marketing Research, 55(6), pp.832~851 (2018)[DOI]
35. Keltner, D., "Power, approach, and inhibition", Psychological Review, 110(2), pp.265~284 (2003)[DOI]
36. Klebl, C., "Physical attractiveness biases judgments pertaining to the moral domain of purity", Personality and Social Psychology Bulletin, 49(2), pp.282~295 (2023)[DOI]
37. Koernig, S. K., "What if your dentist looked like Tom Cruise? Applying the match-up hypothesis to a service encounter", Psychology & Marketing, 19(1), pp.91~110 (2002)[DOI]
38. Krapfel, R. E., Jr, "Customer complaint and salesperson response : The effect of the communication source", Journal of Retailing, 64(2), pp.181~198 (1988)
39. Kumar, A., "The store-as-a-brand strategy : The effect of store environment on customer responses", Journal of Retailing and Consumer Services, 21(5), pp.685~695 (2014)[DOI]
40. Lawler, E. J., "Power processes in bargaining", The Sociological Quarterly, 33(1), pp.17~34 (1992)[DOI]
41. Lemay, E. P., "What is beautiful is good because what is beautiful is desired : Physical attractiveness stereotyping as projection of interpersonal goals", Personality and Social Psychology Bulletin, 36(3), pp.339~353 (2010)[DOI]
42. Levy, S., "Online shopper engagement in price negotiation : The roles of culture, involvement and eWOM", International Journal of Advertising, 39(2), pp.232~257 (2020)[DOI]
43. Liang, T. -P., "Effect of bargaining in electronic commerce", International Journal of Electronic Commerce, 4(3), pp.23~43 (2000)[DOI]
44. Liu, J., "Encyclopedia of personality and individual differences", pp.3669~3675 (2020), Springer International Publishing
45. Liu, B. S., "Dispositional and situational factors on bargaining concession rates and outcomes : predictive power of NIMBuS–an integrated model of Buyer-Seller negotiations", Journal of Personal Selling and Sales Management, 42(3), pp.291~314 (2022)[DOI]
46. Li, Y., "Does being beautiful always help? Contingency effects of physical attractiveness of the service providers on customer response", Journal of Services Marketing, 33(3), pp.356~368 (2019)[DOI]
47. Li, Y., "Is beauty a premium? A study of the physical attractiveness effect in service encounters", Journal of Retailing and Consumer Services, 50, pp.215~225 (2019)[DOI]
48. Luoh, H. -F., "Physical attractiveness stereotypes and service quality in customer–server encounters", The Service Industries Journal, 29(8), pp.1093~1104 (2009)[DOI]
49. McColl, R., "The effects of facial attractiveness and gender on customer evaluations during a web-video sales encounter", Journal of Personal Selling and Sales Management, 33(1), pp.117~128 (2013)[DOI]
50. Mehrabian, A., "Physical appearance, attractiveness, and the mediating role of emotions", Current Psychology: A Journal for Diverse Perspectives on Diverse Psychological Issues, 16(1), pp.20~42 (1997)[DOI]
51. Mobius, M. M., "Why beauty matters", American Economic Review, 96(1), pp.222~235 (2006)[DOI]
52. Monk, E. P., "Beholding inequality : Race, gender, and returns to physical attractiveness in the United States", American Journal of Sociology, 127(1), pp.194~241 (2021)[DOI]
53. Morrow, P. C., "Physical attractiveness and selection decision making", Journal of Management, 16(1), pp.45~60 (1990)[DOI]
54. Morse, J. M., "Determining sample size", Qualitative Health Research, 10(1), pp.3~5 (2000)[DOI]
55. Mulford, M., "Physical attractiveness, opportunity, and success in everyday exchange", American Journal of Sociology, 103(6), pp.1565~1592 (1998)[DOI]
56. Ogilvie, J. R., "What about negotiator styles", International Journal of Conflict Management, 19(2), pp.132~147 (2008)[DOI]
57. Padmavathy, C., "Online second-hand shopping motivation –Conceptualization, scale development, and validation", Journal of Retailing and Consumer Services, 51, pp.19~32 (2019)[DOI]
58. Patton, C., "The impact of expectation of future negotiation interaction on bargaining processes and outcomes", Journal of Business Research, 63(8), pp.809~816 (2010)[DOI]
59. Peng, L., "The faces of success : Beauty and ugliness premiums in e-commerce platforms", Journal of Marketing, 84(4), pp.67~85 (2020)[DOI]
60. Reingen, P. H., "Social perception and interpersonal influence : Some consequences of the physical attractiveness stereotype in a personal selling setting", Journal of Consumer Psychology, 2(1), pp.25~38 (1993)[DOI]
61. Richins, M. L., "An analysis of consumer interaction styles in the marketplace", Journal of Consumer Research, 10(1), pp.73~82 (1983)[DOI]
62. Rose, R. L., "From rudeness to road rage: The antecedents and consequences of consumer aggression", ACR North American Advances (1999)
63. Rubin, J. Z., "Social conflict: Escalation, stalemate, and settlement" (1994), Mcgraw-Hill Book Company
64. Scholz, J. K., "Facial attractiveness and lifetime earnings : Evidence from a cohort study", The Review of Economics and Statistics, 97(1), pp.14~28 (2015)[DOI]
65. Sharma, V. M., "Recognizing the importance of consumer bargaining : Strategic marketing implications", Journal of Marketing Theory & Practice, 9(1), pp.24~37 (2001)[DOI]
66. Shelegia, S., "Bargaining at retail stores : Evidence from Vienna", Management Science, 68(1), pp.27~36 (2022)[DOI]
67. Shell, G. R., "Teaching ideas : Bargaining styles and negotiation : The Thomas-Kilmann conflict mode instrument in negotiation training", Negotiation Journal, 17(2), pp.155~174 (2001)[DOI]
68. Singh, R., "An empirical investigation into the effects of shopping motivation on store environment-value relationship", pp.2006
69. Söderlund, M., "Physical attractiveness of the service worker in the moment of truth and its effects on customer satisfaction", Journal of Retailing and Consumer Services, 16(3), pp.216~226 (2009)[DOI]
70. Solnick, S. J., "The influence of physical attractiveness and gender on ultimatum game decisions", Organizational Behavior and Human Decision Processes, 79(3), pp.199~215 (1999)[DOI]
71. Stokes, S. J., "The effect of the physical attractiveness and role of the helper on help seeking", Journal of Applied Social Psychology, 4(3), pp.286~294 (1974)[DOI]
72. Strauss, A., "Basics of qualitative research: Techniques and procedures for developing grounded theory" (1998), SAGE Publications
73. Thomas, K. W., "Conflict and conflict management : Reflections and update", Journal of Organizational Behavior, 13(3), pp.265~274 (1992)[DOI]
74. Thomas, V. L., "Would you do me a favor? How salesperson favor requests positively affect consumers’ perceptions of negotiations", Journal of Business Research, 155, pp.113455~ (2023)[DOI]
75. Van Kleef, G. A., "Power and emotion in negotiation : Power moderates the interpersonal effects of anger and happiness on concession making", European Journal of Social Psychology, 36(4), pp.557~581 (2006)[DOI]
76. Wallis, J. C., "If we share data, will anyone use them?Data sharing and reuse in the long tail of science and technology", PloS One, 8(7), pp.e67332~ (2013)[DOI]
77. Wan, L. C., "Consumer reactions to attractive service providers: Approach or avoid?", Journal of Consumer Research, 42(4), pp.578~595 (2015)[DOI]
78. Wilson, R. K., "Judging a book by its cover : Beauty and expectations in the trust game", Political Research Quarterly, 59(2), pp.189~202 (2006)[DOI]
79. Wongkitrungrueng, A., "Is salesperson attractiveness a boon or a bane? The moderating role of perceived labor cost‐to‐price ratio in retail bargaining" (2020), Wiley-Blackwell Publishing Ltd
80. Wongkitrungrueng, A., "Customer deference to service providers in ordinary service encounters", Journal of Service Theory & Practice, 29(2), pp.189~212 (2019)[DOI]
81. Zhang, X., ""Meet me halfway" : The costs and benefits of bargaining", Marketing Science, 40(6), pp.1081~1105 (2021)[DOI]

관련 논문AI추천