Research has shown that taller, physically fit salespeople tend to be more successful than shorter, less fit salespeople. What is the term for characteristics of the salesperson that might impact their persuasiveness with customers?
A) primary effects
B) physical effects
C) source effects
D) persuasive effects

Question

Quizplus · Accepted Answer

The term for characteristics of the salesperson that might impact their persuasiveness with customers is "source effects." This refers to how the perceived characteristics of the source (in this case, the salesperson) can impact the effectiveness of their communication with customers. Taller and physically fit salespeople may be perceived as more credible or authoritative sources, which could enhance their persuasiveness.

Research Has Shown That Taller, Physically Fit Salespeople Tend to Be