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ERIC Number: ED260465
Record Type: RIE
Publication Date: 1984
Pages: 17
Abstractor: N/A
Reference Count: 0
Women, Men and Personal Sales: An Analysis of Sex Differences in Compliance Gaining Strategy Use.
Sprowl, John
A study explored the effects of both the sales representative's and the target consumer's biological gender upon the persuasive strategy choice of the salesperson. Data from 204 salespeople responding to a 27-item questionnaire were collected over a 6-week period. The results indicate clear differences between men and women sales representatives with respect to compliance-gaining strategy use, with men engaging in a larger number of strategies when attempting to sell a product. However, the sex of the target customer appears to have no effect upon compliance-gaining strategy use. (EL)
Publication Type: Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A