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Self-Disclosure in Common Client-Salesperson Business Relationships
The primary focus of my research was in the proper self-disclosure in Salesperson/Client communications and relationships. I wanted to determine the basic guidelines for proper self-disclosure within this type of professional relationship. For each relationship that a person encounters, one must determine the appropriate course of action in regards to their personal level of self-disclosure in the situation. The appropriate level of self-disclosure is determined by numerous factors, thus meaning that how a person acts in one scenario may not be appropriate in a different scenario. A student would disclose more in a confidential setting with peers, than in a student/teacher conference, thus demonstrating variances in self-disclosure. People also have to gauge their levels of self-disclosure in a work environment. ...
Self-disclosure can be broken down into the concept of “The Johari Window. ... ”
(Chart also found on the Allyn & Bacon Website)
Known to self Unknown to self
Know to others Open-Pane- known to self and others. Blind-Pane- blind to self, seen by others.
Unknown to others Hidden-Pane- open to self, hidden from others. Unknown-Pane- unknown to self and others. ... It is important that people who are involved in a professional setting are aware of what they deem as appropriate disclosure. ... In addition, the salesperson should not disclose more about his or her self to the client. Too much self-disclosure on behalf of the salesperson could easily make the client feel uncomfortable. ... Another factor is the appropriateness level of disclosure towards the opposite sex, it is important to recognize that things that can be said without hesitation among same-sex groups might need to be reconsidered in male/female situations. ... Appropriate Self-disclosure:
Davy: Hello, I am Davy Smith, you must be Ms. ... Inappropriate Self-Disclosure
Davy: What can I do for you today? ... Now that the initial contact between salesperson/client has been made, there is the opportunity for continued self-disclosure, however, it is imperative that the two do not cross any boundaries in the appropriateness of their conversation subject matter. ... There are certain guidelines both parties should follow if additional meetings occur:
Salesperson-(appropriate disclosure) Client-(appropriate disclosure)
1st. ... The client should maintain a level of guarded disclosure, by only explaining important information to the salesman.
Approximate Word count = 1867
Approximate Pages = 7.5
(250 words per page double spaced)
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