Applied quasi experimental research design in personal sales – a case study

The aim of the following article is to shed some light on the applied quasi experimental research method in personal sales and to provide a practical step-by step guideline for researchers. At the beginning of a customer visit or when entering the shop, a customer often forms a purchase intention or...

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Autores principales:	Michael Stros, David Říha
Formato:	article
Lenguaje:	CS EN SK
Publicado:	Vydavatelství ZČU v Plzni 2021
Materias:	quasi experimental study design marketing research personal sales Business HF5001-6182
Acceso en línea:	https://doi.org/10.24132/jbt.2021.11.1.21_29 https://doaj.org/article/1c8250f347764ee7b8bce86ca364bef4
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spelling	oai:doaj.org-article:1c8250f347764ee7b8bce86ca364bef42021-11-06T10:33:16ZApplied quasi experimental research design in personal sales – a case studyhttps://doi.org/10.24132/jbt.2021.11.1.21_291805-0603https://doaj.org/article/1c8250f347764ee7b8bce86ca364bef42021-06-01T00:00:00Zhttps://drive.google.com/file/d/1uoDARTl8gyc4k49vNgqjYkW60ORVDRtU/viewhttps://doaj.org/toc/1805-0603The aim of the following article is to shed some light on the applied quasi experimental research method in personal sales and to provide a practical step-by step guideline for researchers. At the beginning of a customer visit or when entering the shop, a customer often forms a purchase intention or rejection within a very short period (first impression). It is striking that this judgement is often independent of the factual content of the interaction. The theory of thin slices is applied to personal selling within the framework of a laboratory experiment. Professional salespeople from different industries serve as test subjects. The fundamentals of an experimental method are discussed. The main step of an quasi experimental study design are presented: 1) derivation of theoretical fundamentals; 2) hypotheses formulation; 3) selection of participants (subjects); 4) quasi experimental set-up and procedure; 5) observation technique and 6) data evaluation. Finally, the advantages and limitations are discussed.Michael StrosDavid ŘíhaVydavatelství ZČU v Plzniarticlequasi experimental study designmarketing researchpersonal salesBusinessHF5001-6182CSENSKTrendy v podnikání, Vol 11, Iss 1, Pp 21-29 (2021)
institution	DOAJ
collection	DOAJ
language	CS EN SK
topic	quasi experimental study design marketing research personal sales Business HF5001-6182
spellingShingle	quasi experimental study design marketing research personal sales Business HF5001-6182 Michael Stros David Říha Applied quasi experimental research design in personal sales – a case study
description	The aim of the following article is to shed some light on the applied quasi experimental research method in personal sales and to provide a practical step-by step guideline for researchers. At the beginning of a customer visit or when entering the shop, a customer often forms a purchase intention or rejection within a very short period (first impression). It is striking that this judgement is often independent of the factual content of the interaction. The theory of thin slices is applied to personal selling within the framework of a laboratory experiment. Professional salespeople from different industries serve as test subjects. The fundamentals of an experimental method are discussed. The main step of an quasi experimental study design are presented: 1) derivation of theoretical fundamentals; 2) hypotheses formulation; 3) selection of participants (subjects); 4) quasi experimental set-up and procedure; 5) observation technique and 6) data evaluation. Finally, the advantages and limitations are discussed.
format	article
author	Michael Stros David Říha
author_facet	Michael Stros David Říha
author_sort	Michael Stros
title	Applied quasi experimental research design in personal sales – a case study
title_short	Applied quasi experimental research design in personal sales – a case study
title_full	Applied quasi experimental research design in personal sales – a case study
title_fullStr	Applied quasi experimental research design in personal sales – a case study
title_full_unstemmed	Applied quasi experimental research design in personal sales – a case study
title_sort	applied quasi experimental research design in personal sales – a case study
publisher	Vydavatelství ZČU v Plzni
publishDate	2021
url	https://doi.org/10.24132/jbt.2021.11.1.21_29 https://doaj.org/article/1c8250f347764ee7b8bce86ca364bef4
work_keys_str_mv	AT michaelstros appliedquasiexperimentalresearchdesigninpersonalsalesacasestudy AT davidriha appliedquasiexperimentalresearchdesigninpersonalsalesacasestudy
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Applied quasi experimental research design in personal sales – a case study

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