The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation

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Gender-related reactions to gratuitous sex appeals in advertising (2008, background): “, 1996), possibly because the gratuitous use of sex is deemed to be unethical and creates a perception of undue manipulative intent on the marketer’s part (Campbell, 1995; DeCarlo, 2005; Friestad & Wright, 1994).”
How to Measure Persuasion Knowledge (2015, methodology): “DeCarlo (2005) manipulated ulterior motive of sales person whose persuasion motive salience was enhanced by a commission-based salary and reduced by a fixed salary.”
The Effect of Corporate Social Responsibility (CSR) Activities on Companies With Bad Reputations (2006, background): “Previous research suggests that consumers assess sincerity in the context of consumer-salesperson interaction (Campbell & Kirmani, 2000; DeCarlo, 2005).”
Sales and sincerity: The role of relational framing in word-of-mouth marketing (2008, background): “Interpersonal influence in different types of relationships Theories like the Elaboration Likelihood Model or the Heuristic-Systematic Model (for a review, see Petty & Wegener, 1998), and work within the persuasion knowledge area (e.g., Ahluwalia & Burnkant, 2004; DeCarlo, 2005; Friestad & Wright, 1”