Research on personal space, physical attractiveness, and office design is used to develop a model of personal selling atmospherics. Based on Kotler's (1973–74) suggested use of atmospherics as a marketing tool, this model proposes that the environmental factors surrounding seller-customer interactions in the personal selling context affect customer reactions to sales personnel and their subsequent purchase probability. A set of research propositions that emanate from the model are offered and discussed along with the research and practical implications of personal selling atmospherics.
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McElroy et al. (1990) studied this question.
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