The role of accent on the credibility and effectiveness of the salesperson Article

Tsalikis, J, Deshields, OW, Latour, MS. (1991). The role of accent on the credibility and effectiveness of the salesperson . 11(1), 31-41. 10.1080/08853134.1991.10753857

cited authors

  • Tsalikis, J; Deshields, OW; Latour, MS

authors

abstract

  • The study focuses on assessing the impact of a salesperson’s accent on people’s perception of his effectiveness, including credibility, competence, friendliness, and intentions to buy. One hundred and forty-six students listened to tape recordings of three presenters speaking with Greek-accented English and three presenters speaking with standard American accent. The message was a hypothetical sales pitch for a VCR. The results indicate that, for an American audience, a sales pitch in standard American accent evoked more favorable judgments on all measured dimensions than Greek-accented English. © 1991 Taylor & Francis Group, LLC.

publication date

  • January 1, 1991

Digital Object Identifier (DOI)

start page

  • 31

end page

  • 41

volume

  • 11

issue

  • 1