• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Marketing >'The dose makes the poison': Investigating the Optimum Level of a Salesperson's Charisma
【24h】

'The dose makes the poison': Investigating the Optimum Level of a Salesperson's Charisma

机译：“剂量使人中毒”：调查销售人员魅力的最佳水平

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

What makes someone charismatic? Charismatic individuals - whether actors, politicians, celebrities, or athletes - possess the ability to articulate themselves through specific behaviours that inspire others. Recent research has confirmed that charisma is learnable, and that it relates to various performance and organizational outcomes in multiple fields. Although this stream of research has contributed a great deal of insight, there is still limited understanding of how to develop charisma and whether there exists an optimum level (i. e.. saturation) of charisma, especially in the personal selling domain. The present article reviews the extant literature, derives four hypotheses on the effects of various training methods on customer responses, and collects empirical data in the field. The findings indicate a positive effect of charisma training on perceived charisma and favourable customer response.
机译：是什么使某人具有超凡魅力？具有超凡魅力的个人-无论是演员，政客，名人还是运动员-都有能力通过激发他人的特定行为来表达自己。最近的研究证实，魅力是可以学习的，并且与多个领域的各种绩效和组织成果有关。尽管这方面的研究提供了很多见识，但是对于如何发展魅力以及是否存在最优水平（即饱和）的魅力，尤其是在个人销售领域，仍然缺乏了解。本文回顾了现有文献，得出了关于各种培训方法对客户响应的影响的四个假设，并收集了该领域的经验数据。研究结果表明，魅力训练对感知的魅力和良好的客户响应具有积极作用。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号