Compliments and Purchasing Behavior in Telephone Sales Interactions

Compliments and Purchasing Behavior in Telephone Sales Interactions

A fitness equipment salesperson sold more add-on merchandise and earned a higher commission when complimenting customers (47 men, 41 women) than when not complimenting them during telephone interactions. Compliments did not increase the sales of fitness equipment, however.

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Bibliographische Detailangaben
Veröffentlicht in:Psychological reports 2010-02, Vol.106 (1), p.27-30
Hauptverfasser: Dunyon, Josh, Gossling, Valerie, Willden, Sarah, Seiter, John S.
Format: Artikel
Sprache:eng
Schlagworte:
Commerce
Communication
Female
Humans
Interpersonal Relations
Male
Motivation
Persuasive Communication
Psychology, Social
Salaries and Fringe Benefits
Social Desirability
Telephone
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Beschreibung
Zusammenfassung:A fitness equipment salesperson sold more add-on merchandise and earned a higher commission when complimenting customers (47 men, 41 women) than when not complimenting them during telephone interactions. Compliments did not increase the sales of fitness equipment, however.
ISSN:0033-2941
1558-691X
DOI:10.2466/PR0.106.1.27-30