{"title":"Cleansing the doors of perception: Perceptual inaccuracy in marketing relationships","authors":"Zeynep Müge Güzel, Aysegul Ozsomer","doi":"10.1007/s13162-022-00233-3","DOIUrl":null,"url":null,"abstract":"<div><p>We present an integrative and critical review of the current knowledge about perceptual inaccuracies in marketing relationships. We analyze antecedents of these inaccuracies, identify misperceived constructs and related downstream consequences and moderators. With a focus on salesperson-customer dyads, we provide a synthesis of existing research, develop an emergent conceptual framework and identify several research gaps. Drawing from various theories such as relationship lifecycle, social perception, and the behavioral decision theory, we suggest ways of reconciling inconsistent findings and develop propositions that could guide future perceptual inaccuracy research. We bring confidence into perceptual inaccuracy research to extend the current knowledge base. The perceptual inaccuracy lens can generate new insights to inspire and guide marketing researchers and practitioners.</p></div>","PeriodicalId":7786,"journal":{"name":"AMS Review","volume":"12 3-4","pages":"216 - 237"},"PeriodicalIF":0.0000,"publicationDate":"2022-07-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"AMS Review","FirstCategoryId":"1085","ListUrlMain":"https://link.springer.com/article/10.1007/s13162-022-00233-3","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"Business, Management and Accounting","Score":null,"Total":0}
引用次数: 0
Abstract
We present an integrative and critical review of the current knowledge about perceptual inaccuracies in marketing relationships. We analyze antecedents of these inaccuracies, identify misperceived constructs and related downstream consequences and moderators. With a focus on salesperson-customer dyads, we provide a synthesis of existing research, develop an emergent conceptual framework and identify several research gaps. Drawing from various theories such as relationship lifecycle, social perception, and the behavioral decision theory, we suggest ways of reconciling inconsistent findings and develop propositions that could guide future perceptual inaccuracy research. We bring confidence into perceptual inaccuracy research to extend the current knowledge base. The perceptual inaccuracy lens can generate new insights to inspire and guide marketing researchers and practitioners.
AMS ReviewBusiness, Management and Accounting-Marketing
CiteScore
14.60
自引率
0.00%
发文量
17
期刊介绍：
The AMS Review is positioned to be the premier journal in marketing that focuses exclusively on conceptual contributions across all sub-disciplines of marketing. It publishes articles that advance the development of market and marketing theory.The AMS Review is receptive to different philosophical perspectives and levels of analysis that range from micro to macro. Especially welcome are manuscripts that integrate research and theory from non-marketing disciplines such as management, sociology, economics, psychology, geography, anthropology, or other social sciences. Examples of suitable manuscripts include those incorporating conceptual and organizing frameworks or models, those extending, comparing, or critically evaluating existing theories, and those suggesting new or innovative theories. Comprehensive and integrative syntheses of research literatures (including quantitative and qualitative meta-analyses) are encouraged, as are paradigm-shifting manuscripts.Manuscripts that focus on purely descriptive literature reviews, proselytize research methods or techniques, or report empirical research findings will not be considered for publication. The AMS Review does not publish manuscripts focusing on practitioner advice or marketing education.
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