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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| Veröffentlicht in: | Psychological reports 2010-02, Vol.106 (1), p.27-30 |
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| container_end_page | 30 |
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| container_title | Psychological reports |
| container_volume | 106 |
| creator | Dunyon, Josh Gossling, Valerie Willden, Sarah Seiter, John S. |
| description | 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. |
| doi_str_mv | 10.2466/PR0.106.1.27-30 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0033-2941 |
| ispartof | Psychological reports, 2010-02, Vol.106 (1), p.27-30 |
| issn | 0033-2941 1558-691X |
| language | eng |
| recordid | cdi_proquest_miscellaneous_733897653 |
| source | MEDLINE; SAGE Complete A-Z List |
| subjects | Commerce Communication Female Humans Interpersonal Relations Male Motivation Persuasive Communication Psychology, Social Salaries and Fringe Benefits Social Desirability Telephone |
| title | Compliments and Purchasing Behavior in Telephone Sales Interactions |
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