Work

The Atmospherics of Personal Selling

Year: 1990

Type: article

Abstract: Research on personal space, physical attractiveness, and office design is used to develop a model of personal selling atmospherics. Based on Kotler's (1973–74) suggested use of atmospherics as a marketing tool, this model proposes that the environmental factors surrounding seller-customer interactions in the personal selling context affect customer reactions to sales personnel and their subsequent purchase probability. A set of research propositions that emanate from the model are offered and discussed along with the research and practical implications of personal selling atmospherics.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1990.10753847

Authors: James C. McElroy, Paula C. Morrow, Sevo Eroglu

Language: English

Topic: Consumer Retail Behavior Studies

Subfield: Marketing

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W2243722907

FWCI: 1.601

Cites: 59

Cited by: 37

Related to: 10