Exploring the Characteristics of a Salesperson Social Schema
Document Type
Conference Proceeding
Publication Date
1-1-1992
School
Marketing
Abstract
This paper represents an initial study into the effects of consumers’ cognitive representation of the social category "salesperson." The two studies describe in some detail the contents of the "car salesperson" social stereotype and provide an initial test of the ability of certain salesperson characteristics to activate this stereotype. More specifically, study 2 shows how certain salesperson characteristics can affect the perceived "typicalness" of a salesperson. Implications for salespeople and future research are also discussed.
Publication Title
Proceedings of the 1992 Academy of Marketing Science (AMS) Annual Conference
First Page
16
Last Page
20
Recommended Citation
Babin, B. J.,
Boles, J. S.
(1992). Exploring the Characteristics of a Salesperson Social Schema. Proceedings of the 1992 Academy of Marketing Science (AMS) Annual Conference, 16-20.
Available at: https://aquila.usm.edu/fac_pubs/21389
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