Implementation of factor analysis for identifying cultural differences in personal selling
This study aims to explore intercultural and gender customer differences in Czechia regarding their perceptions of verbal and nonverbal personality traits of salespeople during personal sales interactions. By examining these differences, the research provides valuable insights for scholars and prac...
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| Main Authors: | , , |
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| Format: | Article |
| Language: | English |
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University of Economics – Varna
2025-06-01
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| Series: | Business & Management Compass |
| Subjects: | |
| Online Access: | https://bi.ue-varna.bg/ojs/index.php/bmc/article/view/116 |
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| _version_ | 1849222071900438528 |
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| author | Elena Riha David Riha Vladimir Zhechev |
| author_facet | Elena Riha David Riha Vladimir Zhechev |
| author_sort | Elena Riha |
| collection | DOAJ |
| description |
This study aims to explore intercultural and gender customer differences in Czechia regarding their perceptions of verbal and nonverbal personality traits of salespeople during personal sales interactions. By examining these differences, the research provides valuable insights for scholars and practitioners into cultural and gender-specific factors critical for designing effective interpersonal sales strategies.
An experimental design was employed. The collected data were analyzed using factor analysis and hypothesis testing. The findings suggest that salesperson authenticity and personal interaction factors significantly influence sales success in Czechia. Additionally, gender-based variations were identified in customer receptivity.
The research primarily focused on automotive retail sales scenarios and it a follow-up of series of previous research in this domain, but the results offer broader applicability to similar market contexts, contributing to the understanding of effective personal sales techniques across cultures and genders.
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| format | Article |
| id | doaj-art-e12bb090f86e4e71b992fb1b6e411042 |
| institution | Kabale University |
| issn | 3033-0106 |
| language | English |
| publishDate | 2025-06-01 |
| publisher | University of Economics – Varna |
| record_format | Article |
| series | Business & Management Compass |
| spelling | doaj-art-e12bb090f86e4e71b992fb1b6e4110422025-08-26T08:22:53ZengUniversity of Economics – VarnaBusiness & Management Compass3033-01062025-06-0169210.56065/ach8ta45Implementation of factor analysis for identifying cultural differences in personal sellingElena Riha0David Riha1Vladimir Zhechev2Skoda Auto UniversityPrague University of Economics and BusinessUniversity of Economics-Varna This study aims to explore intercultural and gender customer differences in Czechia regarding their perceptions of verbal and nonverbal personality traits of salespeople during personal sales interactions. By examining these differences, the research provides valuable insights for scholars and practitioners into cultural and gender-specific factors critical for designing effective interpersonal sales strategies. An experimental design was employed. The collected data were analyzed using factor analysis and hypothesis testing. The findings suggest that salesperson authenticity and personal interaction factors significantly influence sales success in Czechia. Additionally, gender-based variations were identified in customer receptivity. The research primarily focused on automotive retail sales scenarios and it a follow-up of series of previous research in this domain, but the results offer broader applicability to similar market contexts, contributing to the understanding of effective personal sales techniques across cultures and genders. https://bi.ue-varna.bg/ojs/index.php/bmc/article/view/116Sales processauthenticitypersonal sales factorsfactor analysis |
| spellingShingle | Elena Riha David Riha Vladimir Zhechev Implementation of factor analysis for identifying cultural differences in personal selling Business & Management Compass Sales process authenticity personal sales factors factor analysis |
| title | Implementation of factor analysis for identifying cultural differences in personal selling |
| title_full | Implementation of factor analysis for identifying cultural differences in personal selling |
| title_fullStr | Implementation of factor analysis for identifying cultural differences in personal selling |
| title_full_unstemmed | Implementation of factor analysis for identifying cultural differences in personal selling |
| title_short | Implementation of factor analysis for identifying cultural differences in personal selling |
| title_sort | implementation of factor analysis for identifying cultural differences in personal selling |
| topic | Sales process authenticity personal sales factors factor analysis |
| url | https://bi.ue-varna.bg/ojs/index.php/bmc/article/view/116 |
| work_keys_str_mv | AT elenariha implementationoffactoranalysisforidentifyingculturaldifferencesinpersonalselling AT davidriha implementationoffactoranalysisforidentifyingculturaldifferencesinpersonalselling AT vladimirzhechev implementationoffactoranalysisforidentifyingculturaldifferencesinpersonalselling |