The Effects of Perceived Customer Dependence on Salesperson Influence Strategies

A national random sample of industrial salespeople was surveyed to examine the relationships among perceived customer dependence, cooperative motivational orientation, influence strategies, and sales performance. Results indicated that perceived customer dependence was positively related to sales pe...

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Bibliographic Details
Published in:The Journal of personal selling & sales management 2010-09, Vol.30 (4), p.327-341
Main Authors: Chakrabarty, Subhra, Brown, Gene, Widing, Robert E.
Format: Article
Language:English
Subjects:
Customer relations
Customers
Influence
Ingratiation
Marketing
Marketing strategies
Organizational behavior
Personal selling
Referents
Sales
Sales management
Sales personnel
Sales strategies
Salespeople
Studies
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Summary:A national random sample of industrial salespeople was surveyed to examine the relationships among perceived customer dependence, cooperative motivational orientation, influence strategies, and sales performance. Results indicated that perceived customer dependence was positively related to sales performance. Perceived customer dependence also predicted influence strategies for closed influencers, noninfluencers, and combination influencers. Direct influencers and business-focused influencers did not use perceived customer dependence in choosing their influence strategies. Further, for combination influencers, salespersons' cooperative motivational orientation moderated the effect of perceived customer dependence on influence strategies. Based on these results, the managerial implications for selling organizations are discussed.
ISSN:0885-3134
1557-7813
DOI:10.2753/PSS0885-3134300403