Factors Influencing Seller Communication Style

In one of the earlier studies, sellers’ communication style was observed as precise and open. That finding was consistent with earlier literature. A more interesting observation was the finding’s consistency across cultures and countries. Another observation was that higher education did not necessarily mean a different communication style. This is then a counter-intuitive finding, in that, the influence of interactants and their education seem ignorable compared to -- what we now assume -- the influence that one’s job role may have on communication style; thus warranting further study. One class of management students were asked to imagine themselves being salesmen and participate in a survey for the communication styles they might prefer to use in that job. Another class was given the same instruction, and additionally a salary cap for the job of a salesman was given before they were surveyed. The communication styles of students from both classes is studied to see if there is any significant difference that can then be attributed to the ‘salary cap’ clause. Also, the communication styles of students from both classes is compared to the sellers’ communication style as found in earlier studies to find if education and experience play a role in the differences in communication style, if any. The study is expected to yield clarity in where further research can be focused.