Use of Closed Influence Tactics by Salespeople: Incidence and Buyer Attributions

Abstract

Previous research has made a distinction between “open” and “closed” salesperson influence tactics (Spiro and Perreault 1979; Weitz 1981). Open tactics are conceptualized as straightforward, legitimate and above-board, whereas closed tactics are characterized as manipulative, illicit and containing an ulterior motive. This paper posits that the same behaviors may constitute either open or closed influence tactics and that it is the salesperson's intent that differentiates the two. Regardless of the salesperson's intent, however, the buyer's attributions of motive to the salesperson determine how tactical behavior is interpreted and whether it effectively influences the buyer. A model incorporating variables likely to influence the incidence of closed influence tactics by salespeople and the nature of buyer attributions is posited and a series of propositions advanced.