TY - JOUR
T1 - Responses to gift-giving in a business context
T2 - An empirical examination
AU - Dorsch, Michael J.
AU - Grove, Stephen J.
AU - Pickett, Gregory M.
AU - Kelley, Scott W.
PY - 1997/12
Y1 - 1997/12
N2 - This study compared ratings of discomfort on the receipt of gifts and intentions to repay gifts between male and female purchasing executives. Significant main effects of sex and years of purchasing experience on discomfort ratings were found. In addition, no significant main effect of sex on intention to repay scores was uncovered. These results suggest that in a business context the giving of gifts to male or female purchasing executives may not be an effective method for influencing future commerce. At the very least, business decision makers need to consider carefully the efficacy of gift-giving as a form of persuasion.
AB - This study compared ratings of discomfort on the receipt of gifts and intentions to repay gifts between male and female purchasing executives. Significant main effects of sex and years of purchasing experience on discomfort ratings were found. In addition, no significant main effect of sex on intention to repay scores was uncovered. These results suggest that in a business context the giving of gifts to male or female purchasing executives may not be an effective method for influencing future commerce. At the very least, business decision makers need to consider carefully the efficacy of gift-giving as a form of persuasion.
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U2 - 10.2466/pr0.1997.81.3.947
DO - 10.2466/pr0.1997.81.3.947
M3 - Article
AN - SCOPUS:0002416353
SN - 0033-2941
VL - 81
SP - 947
EP - 955
JO - Psychological Reports
JF - Psychological Reports
IS - 3
ER -