How salesperson’s soft skills influence purchase intention through the brand warmth: A study in the luxury automotive industry
Aliberti, Gianmarco (A.A. 2022/2023) How salesperson’s soft skills influence purchase intention through the brand warmth: A study in the luxury automotive industry. Tesi di Laurea in Product & brand management, Luiss Guido Carli, relatore Antonella Buonomo, pp. 72. [Master's Degree Thesis]
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Abstract/Index
Relevance of the topic. How to sell today. The luxury automotive industry. Research gap & research question. Literature review. Soft skills in the sales context. Soft skills and purchase intention. Stereotype content model and BIAF model. Soft skills and brand warmth. Methodology and data analysis. Method and research design. Sample and data collection. Procedure. Measurements. Data analysis. Hypotheses test and manipulation check.
References
Bibliografia: pp. 45-51. Sitografia: pp. 52-53.
| Thesis Type: | Master's Degree Thesis |
|---|---|
| Institution: | Luiss Guido Carli |
| Degree Program: | Master's Degree Programs > Master's Degree Program in Marketing (LM-77) |
| Chair: | Product & brand management |
| Thesis Supervisor: | Buonomo, Antonella |
| Thesis Co-Supervisor: | Cardamone, Ernesto |
| Academic Year: | 2022/2023 |
| Session: | Autumn |
| Deposited by: | Alessandro Perfetti |
| Date Deposited: | 21 May 2024 09:01 |
| Last Modified: | 21 May 2024 09:01 |
| URI: | https://tesi.luiss.it/id/eprint/38554 |
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