Solicitation of funds for a walk-a-thon was used as the basis for a field experiment testing the effects of personal space and personal appearance within a personal selling context. While results for a sample of 48 faculty approached by a confederate were not supportive, analysis of those faculty who contributed suggest how one might study these parameters in personal selling.
Get full access to this article
View all access options for this article.
References
1.
McElroyJ. C.MorrowP. C.ErogluS. (1990) The atmospherics of personal selling. Journal of Personal Selling and Sales Management, 10(Fall), 31–41.
2.
PattersonM. L. (1976) An arousal model of interpersonal intimacy. Psychological Review, 83, 235–245.
