Presenting a Conceptual Model of Sports Goods Sellers' Key Characteristics

Document Type : Research Paper

Authors

1 . Professor of Sport Management, Kurdistan University, Sanandaj, Iran

2 PhD Candidate in Sport Marketing Management, Kurdistan University, Sanandaj, Iran.

10.34785/J018.2020.439

Abstract

The purpose of this study is to present a conceptual model of sellers of sports goods. The present research method is qualitative with a thematic analysis approach. The statistical population of the study consists of experts in the field of sales and sales in Tehran. The sampling method was purposeful. According to theoretical saturation researcher interviewed 11 people participated in this study. The results indicate the extraction of 4 criteria (customer orientation, information knowledge, ethical behavior and personal characteristics) with 11 sub-criteria (Ethics-oriented, Trustworthiness, Honesty, Responsible, Open to criticism, Accountability, Knowledge about product, Knowledge about customer, Harmony between seller and product, Interested in sales and Communication). The findings of this article are important for the sports retail industry, for renewing their sales and marketing strategies. In general, it can be said that sellers have a very important role in retaining customers, sellers' trust and honesty can cause a sense of loyalty and the intention to buy consumers again. Also, the high ability of the seller and long-term communication with the customer brings a competitive advantage for the store and the brand.

Keywords

References

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Consumer Behavior Studies Journal
Volume 7, Issue 1
June 2020
Pages 145-159

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