Assesment of sales behavior types from the customer ́s point of view in the context of interpersonal characteristics

Abstract

The main goal of the study is to asssess 4 types of selling behavior concerning sellers from the viewpoint of customer (gender differences and differences in the context of place of residence). The research sampleconsisted of 203 respondents (62 % of women and 38% of men) aged from 17 to 45 years (mean = 23.458, standard deviation= 3.482), 64% of participants living in the city and 36% of participants in the countryside. The research study used the DOS-Z methodology by Kovaľová and Birknerová (2018) designed to assess the four determinants of sales behavior of traders from the perspective of customers, using also an abridged version of the IAS (Interpersonal Adjective Scales) methodology by Wiggins (1991) at the level of interpersonal relations. Statistically, significant gender differences were found in the assessment of stressful sales behavior, with women judging the type of sales behavior as more stressful.

Keywords

• selling behavior
• customer
• interpersonal relations