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Turns out people will buy a car from a salesman they don’t like and don’t even think is particularly sincere — as long as certain lines are not crossed. Knowing just where those lines are could be valuable in the current economy.

Researchers at Saint Vincent College in Latrobe, Pa., have spent the past few months trying to better understand the nuances of the ingratiating behavior that takes place daily in dealerships, electronics stores, and anywhere merchandise is sold.

Thomas W. Cline, associate professor of marketing, and Daniel Mertens, assistant professor of management, asked participants in simulations to rate how they felt toward salesmen based on comments made as they considered buying either an HDTV or a car.

The goal was to understand the relationship between how customers felt about the salesman and whether they’d continue working with that person.

Sincerity had a lot to do with whether or not customers liked a salesman, the researchers found. If an employee who wasn’t on commission offered extravagant flattery — for example, saying someone looked fabulous who had pulled on ragged jeans and an old sweat shirt — people would tolerate it even if the comments weren’t given a lot of credibility.

A salesman who offered more genuine compliments also was considered likable and sincere, the research found. But accuracy trumped perceived insincerity when it came to customers being willing to work with an employee.

“When a remark is perceived as accurate, it doesn’t matter whether or not the salesperson is sincere,” Mr. Cline said.

Even those sort of envious remarks — “I’d love to have your money,” “Wow, I wish I had your schedule” — that can be negative were tolerated if they seemed to be based on accurate assessments, the study found.

Sarcasm and remarks perceived as insulting, however, can blow a sale, according to the researchers.

Both sales staff and consumers could benefit from better understanding the nuances of the interaction in the view of Mr. Cline.

For example, salespeople who recognize some customers are uncomfortable with flattery may discover they can use a different tone and still be OK.

Customers may learn to better interpret their own reactions to certain sales approaches, making them less susceptible to practiced pitches.

“They’re going to be on the lookout for an ingratiator’s motivation,” Mr. Cline said.

The Block News Alliance consists of The Blade and the Pittsburgh Post-Gazette. Ms. Lindeman is a reporter at the Post-Gazette.

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