If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance
Tài liệu tham khảo
Aiken, L.S., West, S.G., 1991. Multiple Regression: Testing and Interpreting Interactions. Sage, Newbury Park, CA.
Anderson, R., 1995. Essentials of Personal Selling: The New Professionalism. Prentice-Hall, Englewood Cliffs, NJ.
Bagozzi, 1974, Marketing as an organized behavioral system of exchange, Journal of Marketing, 38, 77, 10.2307/1250397
Baker, 1977, The impact of physically attractive models on advertising evaluations, Journal of Marketing Research, 14, 538, 10.2307/3151194
Benson, 1976, Pretty pleases: The effect of physical attractiveness, race and sex on receiving help, Journal of Experimental Social Psychology, 12, 409, 10.1016/0022-1031(76)90073-1
Bentler, 1990, Comparative fit indices in structural models, Psychological Bulletin, 107, 238, 10.1037/0033-2909.107.2.238
Bentler, 1979, Models of attitude–behavior relations, Psychological Bulletin, 86, 452
Bollen, K.A., 1989. Structural Equations with Latent Variables. Wiley, New York.
Brotanek, 1996, Effects of type and relevance of promes and delay between priming and ratings on attractiveness, Psychological Reports, 78, 1251, 10.2466/pr0.1996.78.3c.1251
Byrne, 1971, Behavioral indicators of interpersonal attraction, Journal of Applied Social Psychology, 1, 137, 10.1111/j.1559-1816.1971.tb00358.x
Caballero, 1984, Selected effects of salesperson sex and attractiveness in direct mail advertisements, Journal of Marketing, 48, 94, 10.2307/1251315
Caballero, 1984, Effects of model attractiveness on sales response, Journal of Advertising, 13, 17, 10.1080/00913367.1984.10672870
Caballero, 1989, Using physical attractiveness as an advertising tool: An empirical test of the attraction phenomenon, Journal of Advertising Research, 29, 16
Chaiken, 1979, Communicator physical attractiveness and persuasion, Journal of Personality and Social Psychology, 37, 1387, 10.1037/0022-3514.37.8.1387
Churchill, 1979, A paradigm for developing better measures of marketing constructs, Journal of Marketing Research, 16, 64, 10.2307/3150876
Churchill, 1985, The determinants of salesperson performance: A meta-analysis, Journal of Marketing Research, 22, 103, 10.2307/3151357
Cohen, J., Cohen, P., 1983. Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences. Erlbaum Press, Hillsdale, NJ.
Cowley, G., Springen, K., 1996. The biology of beauty. Newsweek, June 3, 60–66.
Debevec, 1986, Physical attractiveness, message evaluation, and compliance: A structural examination, Psychological Reports, 58, 503, 10.2466/pr0.1986.58.2.503
DeCarlo, 1996, Impact of salesperson attraction on sales managers: Attributions and feedback, Journal of Marketing, 60, 47, 10.2307/1251930
DeShields, 1996, Source effects in purchase decisions: The impact of physical attractiveness and accent of salesperson, International Journal of Research in Marketing, 13, 89, 10.1016/0167-8116(95)00036-4
Dion, 1972, What is beautiful is good, Journal of Personality and Social Psychology, 24, 285, 10.1037/h0033731
Dipboye, 1977, Sex and physical attractiveness of raters and applicants as determinants of resume evaluations, Journal of Applied Psychology, 62, 288, 10.1037/0021-9010.62.3.288
Doney, 1997, An examination of the nature of trust in buyer–seller relationships, Journal of Marketing, 61, 35, 10.2307/1251829
Dwyer, 1987, Developing buyer–seller relationships, Journal of Marketing, 51, 11, 10.2307/1251126
Eagly, 1991, What is beautiful is good, but…: A meta-analytic review of research on the physical attractiveness stereotype, Psychological Bulletin, 110, 109, 10.1037/0033-2909.110.1.109
Fishbein, M., Ajzen, I., 1975. Belief, Attitude, Intention, and Behavior: An Introduction to Theory and Research. Addison-Wesley, Reading, MA.
Ford, 1986, The application of exploratory factor analysis in applied psychology: A critical review and analysis, Personnel Psychology, 39, 291, 10.1111/j.1744-6570.1986.tb00583.x
Geyskens, 1998, Generalizations about trust in marketing channel relationships using meta-analysis, International Journal of Research in Marketing, 15, 223, 10.1016/S0167-8116(98)00002-0
Horai, 1974, The effects of expertise and physical attractiveness upon opinion agreement and liking, Sociometry, 37, 601, 10.2307/2786431
Jorskog, K.G., Sorbom, D., 1993. LISREL 8: Analysis of Linear Structural Relations by the Method of Maximum Likelihood. International Education Services, Chicago, IL.
Joseph, 1982, The credibility of physically attractive communicators: A review, Journal of Advertising, 11, 15, 10.1080/00913367.1982.10672807
Kahle, 1985, Physical attractiveness of the celebrity endorser: A social adaptation perspective, Journal of Consumer Research, 11, 954, 10.1086/209029
Kamins, 1990, An investigation into the match-up hypothesis in celebrity advertising: When beauty may be only skin deep, Journal of Advertising, 19, 4, 10.1080/00913367.1990.10673175
Kulka, 1978, Is justice really blind? The influence of litigant physical attractiveness on judicial judgment, Journal of Applied Social Psychology, 8, 366, 10.1111/j.1559-1816.1978.tb00790.x
Mazis, 1992, Perceived age and attractiveness of models in cigarette advertisements, Journal of Marketing, 56, 22, 10.2307/1252130
Molloy, J.T., 1978. Dress for Success. Warner Books, New York.
Moorman, 1992, Relationships between providers and users of market research: The dynamics of trust within and between organizations, Journal of Marketing Research, 29, 314, 10.2307/3172742
Nunnally, J.C., 1978. Psychometric Theory, 2nd edn. McGraw-Hill, New York.
Ohanian, 1990, Construction and validation of a scale to measure celebrity endorsers perceived expertise, trustworthiness, and attractiveness, Journal of Advertising, 19, 39, 10.1080/00913367.1990.10673191
Ohanian, 1991, The impact of celebrity spokesperson's image on consumers' intention to purchase, Journal of Advertising Research, 31, 46
Perdue, 1991, Purchasing agents' use of negotiating strategies, Journal of Marketing Research, 28, 175, 10.2307/3172806
Petroshius, 1989, An empirical analysis of spokesperson characteristics on advertisement and product evaluations, Journal of the Academy of Marketing Science, 17, 217, 10.1007/BF02729813
Petty, R.E., Cacioppo, J.T., 1986. The Elaboration Likelihood Model of Persuasion. In: Berkowitz, L., (Ed.), Advances in Experimental Social Psychology. Academic Press, Orlando, FL, pp. 123–205.
Randall, 1990, Review of salesperson selection techniques and criteria: A managerial approach, International Journal of Research in Marketing, 7, 81, 10.1016/0167-8116(90)90013-D
Rao, 1989, The effect of price, brand name, and store name on buyers perceptions of product quality, an integrative review, Journal of Marketing Research, 26, 351, 10.2307/3172907
Reingen, 1993, Social perception and interpersonal influence: Some consequences of the physical attractiveness stereotype in a personal selling setting, Journal of Consumer Psychology, 2, 25, 10.1016/S1057-7408(08)80073-3
Snyder, 1971, Communicator attractiveness and opinion change, Canadian Journal of the Behavioral Sciences, 3, 377, 10.1037/h0082280
Swartz, 1984, Relationship between source expertise and source attractiveness in an advertising content, Journal of Advertising, 13, 49, 10.1080/00913367.1984.10672887