The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase
The application of sales presentation skills by the sales force during their interaction with customers in the sales situation can have a significant effect on customer intention to repurchase in the Malaysian Computer retail business. The purpose of this paper is to examine the relations between im...
| Main Authors: | , , |
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| Format: | Conference or Workshop Item |
| Language: | English |
| Published: |
2007
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| Subjects: | |
| Online Access: | https://repo.uum.edu.my/id/eprint/2439/1/Maznah_Wan_Omar.pdf |
| _version_ | 1825739972072701952 |
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| author | Wan Omar, Maznah Ismail, Ishak Abd Wahid, Nabsiah |
| author_facet | Wan Omar, Maznah Ismail, Ishak Abd Wahid, Nabsiah |
| author_sort | Wan Omar, Maznah |
| collection | UUM |
| description | The application of sales presentation skills by the sales force during their interaction with customers in the sales situation can have a significant effect on customer intention to repurchase in the Malaysian Computer retail business. The purpose of this paper is to examine the relations between important sales presentation skills and the relative roles played by cognition in the
development of customer satisfaction which will lead to customer’s intention to repurchase in a computer retail setting in Malaysia. This will then lead to
increased benefits for the organization in the form of customer loyalty. The cognitive evaluation of customer satisfaction was found to explain customer’s
intention to repurchase in a retail setting in the Malaysian market. This finding holds importance to those retailers who have been able to generate high expectations in the eyes of their customers. |
| first_indexed | 2024-07-04T05:19:00Z |
| format | Conference or Workshop Item |
| id | uum-2439 |
| institution | Universiti Utara Malaysia |
| language | English |
| last_indexed | 2024-07-04T05:19:00Z |
| publishDate | 2007 |
| record_format | eprints |
| spelling | uum-24392011-02-21T12:49:56Z https://repo.uum.edu.my/id/eprint/2439/ The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase Wan Omar, Maznah Ismail, Ishak Abd Wahid, Nabsiah HB Economic Theory The application of sales presentation skills by the sales force during their interaction with customers in the sales situation can have a significant effect on customer intention to repurchase in the Malaysian Computer retail business. The purpose of this paper is to examine the relations between important sales presentation skills and the relative roles played by cognition in the development of customer satisfaction which will lead to customer’s intention to repurchase in a computer retail setting in Malaysia. This will then lead to increased benefits for the organization in the form of customer loyalty. The cognitive evaluation of customer satisfaction was found to explain customer’s intention to repurchase in a retail setting in the Malaysian market. This finding holds importance to those retailers who have been able to generate high expectations in the eyes of their customers. 2007 Conference or Workshop Item NonPeerReviewed application/pdf en https://repo.uum.edu.my/id/eprint/2439/1/Maznah_Wan_Omar.pdf Wan Omar, Maznah and Ismail, Ishak and Abd Wahid, Nabsiah (2007) The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase. In: International Economic Conference on Trade and Industry (IECTI) 2007, 3 - 5 December 2007, Bayview Hotel Georgetown, Penang. (Unpublished) |
| spellingShingle | HB Economic Theory Wan Omar, Maznah Ismail, Ishak Abd Wahid, Nabsiah The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase |
| title | The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase |
| title_full | The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase |
| title_fullStr | The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase |
| title_full_unstemmed | The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase |
| title_short | The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase |
| title_sort | influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer s intention to repurchase |
| topic | HB Economic Theory |
| url | https://repo.uum.edu.my/id/eprint/2439/1/Maznah_Wan_Omar.pdf |
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