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Interpersonal Persuasion
How has the media age influenced personal selling? Please provide examples to illustrate your discussion. Have electronic media made it more difficult for salespersons to persuade audience members?
The media age has transformed the nature of personal selling. Consumers have access to a wealth of information about the products and services available to them: from broad Google searches to browsing through customer reviews on specific vendor websites or on Consumer Reports (Chapter 14). Social media also enhances the ability of the consumer to acquire information about products, as friends share information about their experiences with a product, service, or brand. A more educated consumer challenges the personal sales representatives to be able to answer questions and be completely honest with the answers.
New media has also altered the actual practice of personal selling. Sales representatives have at their disposal a wealth of possibilities for reaching consumers: from emails...
Sales representatives can use chatting and instant messaging to speak with consumers about their questions, using new media in ways that were not possible a few decades ago. Personal sellers need to master a whole range of information systems and tools. This is especially true for business-to-business selling, in which the sales representative might need to interact with potential clients from different departments in the same company. Some clients might require sales data in Excel, accompanied by a video conference; other clients might want a fancy Power Point presentation.
Another way the media age has influenced personal selling is the nature of the persuasive process. Because consumers are more educated, and demand more accurate and up-to-date information, the sales representative must also raise their level of understanding of the products and services they offer. The personal seller needs to be keenly aware of the competition in order to persuade the consumer that their product or service…
Reference
Chapter 14.
This can be a difficult balance to attain though. It proceeds from the view that persuasive communication is only partially defined by the delivery of a message. An equally significant part of this, at least when contextualized by interpersonal forms of communication, is the effectiveness with which one appears to have received communicated ideas and information from those who will receive the message in question. Indeed, the ability to establish
psychology and on the subtopic of persuasion. This author has decided to pursue this topic because of the importance of understanding the subject of persuasion. It is used in everything from sales to simply convincing someone of your opinion. While the works of individuals like Robert B. Cialdini have been trailblazers in our historical memories, it is the opinion of this author that in many ways Dale Carnegie's How
By taking the initiative to accomplish this task, I showed leadership skills that my supervisor later praised me for, which was definitely encouraging. E. My supervisor was excellent in many aspects of her job, but could be forgetful when it came to returning client calls or attending to invoices that came due. When an item requiring her attention came across my desk, I would always be sure to have a face-to-face
Social Psychology: Examining the Principles of Persuasion Influencing Group Behavior Introduction & Outline of the Research Evaluation Concepts of Social Psychology Attitudes and Persuasion Social Identity Theory Social Influences Cultural and Gender Influences Social Psychology: Examining the Principles of Persuasion Influencing Group Behavior Introduction & Outline of the Essay Social psychology deals with different aspects of social life and social behavior. People not only have feelings and opinions about nearly everything they come into contact with, but the argument has
Other scholars have been more critical of ELM. The Morris, Woo, and Singh study, along with the Cook, Moore, and Steel study, focuses on the major shortcomings of ELM. Unlike Schroeder and Areni, these scholars evaluate ELM as an actual model for psychological studies, as opposed to just a conceptual framework. The Morris, Woo, and Singh study found that the model had an excessively narrow focus on the cognitive aspects
The next time, it might be she who got her neck wrung. In this instance, verbal aggression led to non-verbal abuse. It was mean and cruel. Verbal aggression never helps to resolve a conflict. It reduces the credibility of the person who engages in it, and increases the credibility of the person who is the victim of it. Why people behave in a verbally aggressive manner is a wonder. It