Abstract
Background: The research focuses on the psychological approach to the evaluation of sales behavior from the customers' perspective. In the context of sales behavior, it is essential to consider the approach of the seller, which is successful when sales are effective. Aims: The aim of the contribution was to evaluate selected types of sales behavior from the perspective of customers in the context of interpersonal relationships. Methods: The research evaluated sales behavior from the customers' perspective, focusing on four distinct types of sales behavior: manipulative, involved, stressed, and assertive. The study utilized the DOS-Z methodology and the Interpersonal Adjective Scales (IAS). Sample: The research sample consisted of 203 respondents, employees from the public and private spheres. Results: The study found no significant differences in sales behavior perceptions between urban and rural customers, but women rated salespeople as more stressed. Manipulative, assertive, stressed, and engaged behaviors correlated with traits like dominance, warmth, extraversion, and with some negative associations such as assertiveness with arrogance and introversion with engagement. Conclusions: The study concludes that place of residence minimally impacts perceptions of sales behavior, while gender influences stressed behavior. Interpersonal traits significantly shape customer perceptions, emphasizing their role in positive experiences.
Published Version
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