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Persuasion Tactics of Salesmen : Moderating Effect in Regards to the Purchasing Patterns and Gender of College Students
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 Title & Authors
Persuasion Tactics of Salesmen : Moderating Effect in Regards to the Purchasing Patterns and Gender of College Students
Yoon, Sung-Wook; Kang, Jiho; Jeong, Weon-Deog;
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The purpose of this study is to investigate how the customer`s attitudes and behavioral responses, depending on the persuasion tactics of salespeople in customer service and meeting point. The tactics of persuasion of customer acceptance and purchase depending on the type of salesperson with proven effectiveness of even comes out to investigate what results according to the purchase form and the customer that the customer consumes gender. Results First, the tactics of persuasion tactics of coercive tactics to mention the loss of a salesman showed that increasing the degree of acceptance than non-coercive tactics to help consumers buy the information provided above. Second, coercive tactics to adjust the effect with respect to the degree of acceptance of the purchase of helping consumers to purchase in the online form has been proven to be more effective than non-coercive tactics case. Third, adjusted for gender effects were proven to help women with respect to the degree of acceptance of a consumer purchases more effective than men. That is, in consumer contacts, the persuasion tactics of salespeople depending on the customer`s acceptance and purchasing intention showed that coercive tactics has the more positive impact on online forms and women.
Coercive tactics to persuade;Degree of acceptance;Gender effect;Non-coercive persuasion tactics;Purchase intention;Purchase pattern;
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