This mixed-methods study investigates how business lexis influences consumers' purchase intentions during real-time buyer-seller negotiations. Drawing on decision psychology, framing theory, and source-credibility theory, the research examines lexical items associated with the four marketing elements product, price, place, and promotion and their persuasive role in naturalistic commercial interactions. Quantitative data were collected from 163 buyer-seller interactions using a purpose-built Lexical Data Collection Form (LDCF), while qualitative data were obtained through structured confirmatory interviews with 100 participants drawn from both sides of the transaction. Descriptive statistics, Pearson correlation analysis, and a One-Sample Two-Tailed Z-Test were employed for quantitative analysis, complemented by qualitative description analysis of interview responses. Findings reveal that business lexis significantly influences buying intentions, with lexical selection that highlights product benefits, value appeal, and accessibility enhancing persuasive communication and promoting purchase decisions. The study identifies patterns of lexical alignment between participants, enabling a form of linguistic symmetry that facilitates effective persuasion during live negotiation. Pearson correlation (r = 0.405) demonstrates a moderate positive relationship between business lexis and perceived credibility. The Z-test statistic (−2.655) exceeds critical values at all conventional significance levels, supporting rejection of the null hypothesis. Taken together, the quantitative and qualitative strands converge on a single conclusion: business lexis operates as a strategic, measurable resource in commercial talk rather than as incidental phrasing. These findings contribute theoretical insight to applied linguistics and marketing communication while offering practical implications for sales training, communication design, and ethical persuasion in business contexts.
The Impact of Business Lexis on Consumer Purchase Intentions: A Mixed-Methods Investigation of Linguistic Persuasion in Real-Time Commercial Interactions
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