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The dependent variable was goal facilitation. Hypothesis 3 and 4 examined the elicitation of positive emotions from the consumer, taking into account the mind-set and behavior condition. Hypothesis 5 and 6 looked at the specific individual emotions that consumers had during a sales encounter.
The researchers conducted two experiments, manipulating the sales person through scripting. The overall methods were the same as used in industrial purchasing research, channels research, and when researching the trust between the salesperson and customer. The results from the studies supported five out of the six hypotheses...
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