Anmerkungen:
Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments March 08, 2019 erstellt
Beschreibung:
This paper attempts to measure the attitude of the salesperson towards the customers, the predisposition if any, can be a hindrance in making a sales interaction successful. The study thus undertaken has revealed the intensity of such predisposition, the salespersons across ten different retail businesses in classifying the customers as a preferred customer or a non-preferred customer based on the data assumed by the salespersons.It has been found that there is evident discrimination of customers to be treated as preferred and non – preferred. Six noticeable characteristics of customers in categorizing them to be fit for preference were validated as the reasons for discriminations. The intensities of these discriminations varied across retail outlets across the ten industries studied. It was also found that the intensity of the discrimination between preferred and non-preferred customers was varying across the industries for the factors of discrimination. The bias thus exhibited by the salespersons is more because of the predisposition they have towards the customers. This demonstrates the very clear case of a preset mind influencing the behavior of the salespersons