The Effect of Product Knowledge on Salesperson Performance with the moderating role of Attitude

Siagian, Hotlan; Putera, Garry; Burlakovs, Juris

doi:10.1051/shsconf/20207601011

Cited by 7 publications

(7 citation statements)

References 15 publications

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“…These positive experiences increase clients' wine knowledge and involvement, both of which are factors that correlate strongly with higher wine consumption (Szolnoki, 2018;Ho and Gallagher, 2005). Underlining the importance of professional clients visiting wineries is that salespersons with better product knowledge demonstrate better performance results (Siagian et al, 2020).…”

Section: Wine Tastings and Adoption Of Innovationmentioning

confidence: 99%

A cross-cultural analysis of the motivation factors and profitability of online wine tastings during Covid-19 pandemic

Szolnoki

Lueke²,

Tafel

et al. 2021

BFJ

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PurposeThe pioneers of online wine tastings have set a new standard and introduced an innovative tool that combines various goals: contacting existing and recruiting new customers, entertaining participants and boosting sales. Within the framework of the study, the authors addressed questions such as the reasons for offering online wine tasting, profitability and the basic characteristics and future perspectives of this new interactive online tool.Design/methodology/approachA mixed-methods research was conducted using a sequential exploratory design to analyse online wine tastings during Covid-19 pandemic. First, 40 in-depth interviews in Germany were conducted and, based on these results, a global online survey was undertaken with 1,423 wineries from more than 40 countries.FindingsThe survey results clearly show the effect of Covid-19 on the growing tendency to employ online wine tastings. This tool is about more than just providing entertainment for wine lovers in that it also has a tangible business aspect.Practical implicationsBased on these results, the authors assume that online wine tastings will continue to be offered after the Covid-19 crisis.Originality/valueThis paper offers a situation analysis of the first 10 months of the Covid-19 pandemic in the field of online wine tastings worldwide. The authors conducted a quantitative online survey that built on a qualitative pre-study. Given the fact that no academic paper has been published on the topic, this paper provides first insights on a global scale.

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Section: Wine Tastings and Adoption Of Innovationmentioning

confidence: 99%

A cross-cultural analysis of the motivation factors and profitability of online wine tastings during Covid-19 pandemic

Szolnoki

Lueke²,

Tafel

et al. 2021

BFJ

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“…According to Song et al (2018), trust recognizes the significance of personal freedom, and trust may also significantly impact psychological reactance. Customer trust is based on “the expectation of ethically justifiable behavior.” According to research on consumer behavior, attitude is a moderating factor between knowledge and salesperson performance of a product (Siagian et al , 2020).…”

Section: Literature Review and Theoretical Backgroundmentioning

confidence: 99%

Factors driving consumer attitude to online shopping hate

Jamal

Islam

Ghaffar

et al. 2023

IDD

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Purpose The purpose of this study is to empirically investigate the determinants and consequences of psychological reactance in the online shopping context. Leveraging the psychological reactance and self-congruity theories, functional and symbolic discrepancies enhance the psychological reactance toward online shopping. In addition, trustworthiness moderates the impact of online customers attitude ambivalence on their psychological reactance. Design/methodology/approach The authors conduct an empirical study on online customer cognitive factors. In this research paper, the postpositivism research view is used. The Smart PLS-SEM is used to analyze the data. Findings The current study findings reveal that self-concept and operational incongruence (i.e. symbolic and functional) are the main factors that lead to psychological reactance and resulting in online shopping hate. Poor website quality and other matters are so significant they create functional incongruence. Moreover, low trustworthiness strengthens psychological reactance in the online shopping hate context. Originality/value This study extends the psychological reactance and self-congruence theories to online shopping. Previously, literature has extensively studied the social commerce intention.

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“…A recent study found that trust significantly impacts personal freedom, and trust may greatly influence psychological reactance (Song et al, 2018). Consumer behavior literature shows that attitude plays a moderating role in product knowledge and salesperson performance (Siagian et al, 2020). A study concludes that attitude plays a moderating role in the relationships between mentoring and knowledge transfer (Fleig-Palmer and Schoorman, 2011).…”

Section: K 529mentioning

confidence: 99%

Understanding online shopping hate in social commerce context: antecedents and consequences of psychological reactance

Jamal

Islam

Shahid

2022

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PurposeThis study explores the underlying mechanism of psychological reactance that leads to online shopping hate in social commerce. Based on self-congruity and psychological reactance theory, this study examines the antecedents (symbolic, functional and emotional incongruence) and consequences (online shopping hate) of psychological reactance among online users toward online shopping. Moreover, this study takes trustworthiness as a moderator in the relationship between attitude ambivalence and psychological reactance.Design/methodology/approachData were collected from online users.FindingsThe results show that symbolic-incongruence and functional-incongruence are responsible for attitude ambivalence, resulting in high psychological reactance. In addition, the study’s findings reveal that psychological reactance is positively linked with online shopping hate. This study extends and contributes to the self-congruence theory and empirically examines the influence of emotional incongruence. The moderating results reveal that trustworthiness moderated the relationship between attitude ambivalence and psychological reactance. The study findings are helpful for marketing managers to develop social commerce strategies.Research limitations/implicationsBecause of the chosen research approach, the research results may lack generalizability. Therefore, researchers are encouraged to test the proposed propositions further.Practical implicationsThe study findings are helpful for marketing managers to develop social commerce strategies.Originality/valueThis study explains the underlying mechanism of brand hate through psychological reactance.

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The Effect of Product Knowledge on Salesperson Performance with the moderating role of Attitude

Cited by 7 publications

References 15 publications

A cross-cultural analysis of the motivation factors and profitability of online wine tastings during Covid-19 pandemic

A cross-cultural analysis of the motivation factors and profitability of online wine tastings during Covid-19 pandemic

Factors driving consumer attitude to online shopping hate

Understanding online shopping hate in social commerce context: antecedents and consequences of psychological reactance

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