{"product_id":"the-influence-of-consumer-motivation-on-salesperson-appraisal-von-lynnea-mallalieu","title":"The Influence of Consumer Motivation on Salesperson Appraisal","description":"\u003cp\u003eThe mind-set of consumers affects cognitive appraisals  and emotional responses to salesperson behavior.  A  congruency mechanism operates during a sales encounter  between the consumer and the salesperson.  When  congruency between mind-set and selling behavior is  present, positive cognitive and emotional responses are  triggered.  When incongruency is present, negative  cognitions and emotional responses are triggered.  Understanding the congruency mechanism leads to more  effective use of selling behaviors.\u003c\/p\u003e\u003cdiv class=\"aw-variant-hidden-subtitle-div\" id=\"aw-variant-subtitle-9783843365031\"\u003e\u003ch3\u003eAn Examination of Consumers'' Cognitive and Emotional Responses to Salesperson Behavior\u003c\/h3\u003e\u003c\/div\u003e","brand":"Autorenwelt Shop","offers":[{"title":"Softcover - 9783843365031","offer_id":39497184084061,"sku":"9783843365031","price":49.0,"currency_code":"EUR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0940\/0622\/files\/247e3d38-0b78-4c99-99e0-10d9c903bce6.jpg?v=1757655445","url":"https:\/\/shop.autorenwelt.de\/products\/the-influence-of-consumer-motivation-on-salesperson-appraisal-von-lynnea-mallalieu","provider":"Autorenwelt Shop","version":"1.0","type":"link"}