Title
The Relevance of Authenticity in Personal Selling: Is Genuineness an Asset or Liability?
Abstract
Salespeople have traditionally been viewed as phony and manipulative. However, the profession is evolving to become more customer-needs focused. This research is developed to evaluate salesperson authenticity and its relationship to performance, professional commitment, and intent to stay in the profession. To date, no reported personal selling research has specifically explored these variables. This research reports results intended to address this void. Implications for personal selling and sales management practice and research are offered.
Department(s)
Marketing
Document Type
Article
DOI
https://doi.org/10.2753/mtp1069-6679140102
Publication Date
2006
Recommended Citation
Schaefer, Allen D., and Charles E. Pettijohn. "The relevance of authenticity in personal selling: Is genuineness an asset or liability?." Journal of Marketing Theory and Practice 14, no. 1 (2006): 25-35.
Journal Title
Journal of Marketing Theory and Practice
