Selling Time: Situated Transactions in A Noninstitutional Environment

Salespeople are well known for their artful constructions of strategies. They use these strategies to encase the sales transaction and assume that their success is somehow dependent on presentation of self and product. In this article we examine salespeople who sell time shares on vacation propertie...

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Bibliographic Details
Published in:Sociological quarterly 1986-06, Vol.27 (2), p.253-271
Main Authors: Katovich, Michael A., Diamond, Ron L.
Format: Article
Language:English
Subjects:
Condominiums
Financial management
Interpersonal Communication
Labor Productivity
Manipulativeness
Marketing strategies
Real Estate Industry
Research (salesmanship)
Sales personnel
Sales transactions
Sales Workers
Social interaction
Sociology
Time sharing
Treaties
Vacations
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Summary:Salespeople are well known for their artful constructions of strategies. They use these strategies to encase the sales transaction and assume that their success is somehow dependent on presentation of self and product. In this article we examine salespeople who sell time shares on vacation properties and assume that success in selling is related to: (1) the creation of a theatrical stage designed to entice pairs of customers (married couples) to listen to a sales pitch; (2) control of the interaction processes within the sales encounter so as to "divide and conquer" the dyad; and (3) the creation of incremental sequences of action extending from acknowledgment of the product validity to the purchaser's decision. We discuss how these particular processes relate to a sociological examination of situated transactions in general; and suggest that control of these processes does transform reluctant dyads into agreeable parties to pay relatively large sums of money for time sharing property "on the spot."
ISSN:0038-0253
1533-8525
DOI:10.1111/j.1533-8525.1986.tb00260.x