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The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling - a replication with extension study
Dissertation (MBA)--University of Pretoria, 2010.
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| Format: | Thesis |
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University of Pretoria
2013
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| _version_ | 1867613715354877952 |
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| access_status_str | Open Access |
| author2 | Kleyn, Nicola |
| author_browse | Kleyn, Nicola |
| author_facet | Kleyn, Nicola |
| collection | Thesis |
| dc_rights_str_mv | © 2007 University of Pretoria. All rights reserved. The copyright in this work vests in the University of Pretoria. No part of this work may be reproduced or transmitted in any form or by any means, without the prior written permission of the University of Pretoria |
| description | Dissertation (MBA)--University of Pretoria, 2010. |
| format | Thesis |
| id | oai:repository.up.ac.za:2263/23348 |
| institution | University of Pretoria (South Africa) |
| last_indexed | 2026-06-10T12:40:32.922Z |
| license_str | Other — see source repository |
| provenance_str_mv | Harvested via OAI-PMH from UPSpace — University of Pretoria Institutional Repository |
| publishDate | 2013 |
| publishDateRange | 2013 |
| publishDateSort | 2013 |
| publisher | University of Pretoria |
| publisherStr | University of Pretoria |
| record_format | dspace |
| source_str | UPSpace — University of Pretoria Institutional Repository |
| spelling | oai:repository.up.ac.za:2263/23348 The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling - a replication with extension study Kleyn, Nicola upetd@up.ac.za Booth, Brenton David UCTD Sales management Dissertation (MBA)--University of Pretoria, 2010. Adaptive selling literature identifies effective salespersons as those who match their influence tactics to the characteristics of buyers. McFarland, Challagala and Shervani (2006) propose a theoretical framework that uses influence processes to identify the seller influence tactics that salespersons use, and to assess which of these tactics will resonate with three different types of buyers. The results of their research, conducted in an agricultural retail industry, indicate that salespersons do use the influence tactics prescribed by theory in persuading different types of buyers. In an attempt to expand the generalisability of their empirical findings, this research study replicates their study with extension in the South African banking industry, where sales are conducted within a relationship marketing context. Pilot studies in the form of a focus group and personal interviews were used during a pre-test, while survey research was used to collect primary data on 60 bi-directionally matched buyer/seller dyads. The results indicate that salespersons/relationship executives in the banking industry do not alter their use of influence tactics when dealing with different buyer types, and that in general influence tactics, with the exception of recommendations, are unsuccessful in achieving manifest influence at the point of sale, irrespective of the buyer’s orientation. It would appear that influence tactics are perceived as short term “hard sell” tactics when used at the point of sale in a relationship banking context, which is not consistent with a relationship characterised by high levels of trust and commitment. Finally this research proposes a new theoretical framework that focuses on the use of influence tactics with different types of buyers both during the relationship and at the point of sale. Gordon Institute of Business Science (GIBS) unrestricted 2013-09-06T15:08:24Z 2010-06-16 2013-09-06T15:08:24Z 2008-04-01 2010-06-16 2010-03-20 Dissertation Booth, BD 2007, The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling – a replication with extension study, MBA dissertation, University of Pretoria, Pretoria, viewed yymmdd < http://hdl.handle.net/2263/23348 > G10/122/ag http://hdl.handle.net/2263/23348 http://upetd.up.ac.za/thesis/available/etd-03202010-175116/ © 2007 University of Pretoria. All rights reserved. The copyright in this work vests in the University of Pretoria. No part of this work may be reproduced or transmitted in any form or by any means, without the prior written permission of the University of Pretoria application/pdf University of Pretoria |
| spellingShingle | UCTD Sales management The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling - a replication with extension study |
| title | The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling - a replication with extension study |
| title_full | The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling - a replication with extension study |
| title_fullStr | The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling - a replication with extension study |
| title_full_unstemmed | The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling - a replication with extension study |
| title_short | The relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling - a replication with extension study |
| title_sort | relationship between buyer orientations and the influence tactics used by salespersons in adaptive selling a replication with extension study |
| topic | UCTD Sales management |
| url | http://hdl.handle.net/2263/23348 http://upetd.up.ac.za/thesis/available/etd-03202010-175116/ |