Salesperson authenticity and gender-based perceptions: An international study
The result's identifiers
Result code in IS VaVaI
<a href="https://www.isvavai.cz/riv?ss=detail&h=RIV%2F29142890%3A_____%2F20%3A00041869" target="_blank" >RIV/29142890:_____/20:00041869 - isvavai.cz</a>
Alternative codes found
RIV/61384399:31130/20:00055003
Result on the web
<a href="https://www.ieeca.org/journal/index.php/JEECAR/article/view/398/275" target="_blank" >https://www.ieeca.org/journal/index.php/JEECAR/article/view/398/275</a>
DOI - Digital Object Identifier
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Alternative languages
Result language
angličtina
Original language name
Salesperson authenticity and gender-based perceptions: An international study
Original language description
Mirroring the increasing percentage of women in the professional workforce, the number of females in sales has dramatically risen in recent years. The growth of gender diversity within the world of B-to-B buying and selling requires an examination of potential gender effects associated with interpersonal communications. The latter influences perceptions of authenticity, which in turn, influence sales effectiveness. The current study uses an international sample to review interpersonal communication drivers that are associated with buyer perceptions of salesperson authenticity. Gender differences associated with the processing of body language and the spoken word are particularly examined. Results indicate that, in high-involvement sales situations, female perceptions of salesperson authenticity are highly influenced by salesperson body language. Male perceptions, conversely, are more heavily influenced by the spoken word. Implications for sales training are provided.
Czech name
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Czech description
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Classification
Type
J<sub>imp</sub> - Article in a specialist periodical, which is included in the Web of Science database
CEP classification
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OECD FORD branch
50200 - Economics and Business
Result continuities
Project
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Continuities
N - Vyzkumna aktivita podporovana z neverejnych zdroju
Others
Publication year
2020
Confidentiality
S - Úplné a pravdivé údaje o projektu nepodléhají ochraně podle zvláštních právních předpisů
Data specific for result type
Name of the periodical
Journal of Eastern European and Central Asian Research (JEECAR).
ISSN
2328-8272
e-ISSN
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Volume of the periodical
7
Issue of the periodical within the volume
1
Country of publishing house
US - UNITED STATES
Number of pages
13
Pages from-to
137-149
UT code for WoS article
000617884200013
EID of the result in the Scopus database
2-s2.0-85082520625