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Full-Text Articles in Business
Take No For An Answer? Unpacking Persistence And Examining Its Impact On Salesperson Performance, Nawar Naim Chaker
Take No For An Answer? Unpacking Persistence And Examining Its Impact On Salesperson Performance, Nawar Naim Chaker
Doctoral Dissertations
Common wisdom suggests that persistence is a critical determinant of sales performance and, consequently, salespeople are often advised “don’t take no for an answer.” While the importance of persistence to sales success is seemingly unquestioned (albeit unexamined in the literature), anecdotal evidence suggests that the incremental business generated through salesperson persistence may be tempered – if not overshadowed – by its accompanying costs (e.g., time spent pursuing hesitant prospects). The goal of this research is thus to explore the impact of persistence on salesperson performance. Grounded in social influence theory, this study views sales persistence as a combination of influence …
Eco-Fashion Consumption: Cognitive-Experiential Self-Theory, Wei Fu
Eco-Fashion Consumption: Cognitive-Experiential Self-Theory, Wei Fu
Doctoral Dissertations
This study integrates the simple information-processing model (Bettman, 1979) and the cognitive-experiential self-theory (Epstein, 1998) to delineate the hierarchical structure of individual differences, responses, and consumer behavioral tendencies toward eco-fashion. The results indicate that consumers’ need for variety positively influences their affective responses and eventually their purchase intention toward and willingness to pay more for eco-fashion. However, the results do not support the relationship between consumers’ fashion interest and affective responses. Moreover, consumers’ ecological consciousness and social consciousness positively influence their cognitive responses and eventually their purchase intention and willingness to pay more toward eco-fashion. Further, consumers’ cognitive responses have …