The Role of Affect in Personal Selling and Sales Management
Abstract
The term "affect" is generally used to refer to a set of "internal feeling states," and includes mood and emotion. This paper provides an assessment of the current state of knowledge on affect and other related constructs as they relate to personal selling and sales management. The authors review and reflect on the theoretical frameworks commonly used in the study of affect in the sales literature. The managerial issues related with affect in sales contexts are also highlighted. The authors conclude with an identification of critical gaps that exist in the sales literature and suggest several directions for future research.
Recommended Citation
Erevelles, S., & Fukawa, N. (2013). The Role of Affect in Personal Selling and Sales Management. Journal of Personal Selling and Sales Management, 33(1), pp. 5-24. Taylor & Francis.
The definitive version is available at https://doi.org/10.2753/PSS0885-3134330102
Department(s)
Business and Information Technology
International Standard Serial Number (ISSN)
0885-3134; 1557-7813
Document Type
Article - Journal
Document Version
Citation
File Type
text
Language(s)
English
Rights
© 2013 PSE National Educational Foundation, All rights reserved.
Publication Date
01 Mar 2013
