Add to ORKGAs any well-seasoned agent knows, creating a connection with the client is essential. Connections can be made in a variety of ways and usually hinge on some common value or shared demographic. The intent of our research was to explore the effects of incidental similarities, or chance similarities, such as a shared name, birthday or birthplace, on the buyer
Literature suggests that source expertise and similarity between sender and receiver influence the i...
Prior literature has proposed two process explanations for the positive effect of source similarity ...
Similarity among consumers can be identified as a major factor that attracts consumers towards a com...
This study examines the effects of incidental similarity shared between a salesperson and a potentia...
Salesperson-customer similarity can positively or negatively affect persuasiveness. Consumers more l...
Jiang, Hoegg, Dahl, and Chattopadhyay (2009) demonstrated that customers prefer a service provider w...
Four studies examined the effect of an incidental similarity on compliance to a request. Undergradua...
With the increased reliance on diverse markets in multi-cultural contexts, the role that similarity ...
In this study we examine how consumers' inference of motives for a salesperson's effort affe...
During initial business-to-business encounters, salespeople try to enhance buyers’ future interactio...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
International audienceBecause it has been found that people are more willing to help someone with wh...
The increasingly diversified composition of the sales force poses one of the most challenging organi...
Abstract: Aims: For social psychologists, mimicry could serve a function of “social glue”, binding p...
Literature suggests that source expertise and similarity between sender and receiver influence the i...
Prior literature has proposed two process explanations for the positive effect of source similarity ...
Similarity among consumers can be identified as a major factor that attracts consumers towards a com...
This study examines the effects of incidental similarity shared between a salesperson and a potentia...
Salesperson-customer similarity can positively or negatively affect persuasiveness. Consumers more l...
Jiang, Hoegg, Dahl, and Chattopadhyay (2009) demonstrated that customers prefer a service provider w...
Four studies examined the effect of an incidental similarity on compliance to a request. Undergradua...
With the increased reliance on diverse markets in multi-cultural contexts, the role that similarity ...
In this study we examine how consumers' inference of motives for a salesperson's effort affe...
During initial business-to-business encounters, salespeople try to enhance buyers’ future interactio...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
International audienceBecause it has been found that people are more willing to help someone with wh...
The increasingly diversified composition of the sales force poses one of the most challenging organi...
Abstract: Aims: For social psychologists, mimicry could serve a function of “social glue”, binding p...
Literature suggests that source expertise and similarity between sender and receiver influence the i...
Prior literature has proposed two process explanations for the positive effect of source similarity ...
Similarity among consumers can be identified as a major factor that attracts consumers towards a com...