Title

The Relevance of Authenticity in Personal Selling: Is Genuineness an Asset or Liability?

Document Type

Article

Publication Date

2006

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.

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.

DOI for the article

10.2753/mtp1069-6679140102

Department

Marketing

Share

COinS