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.

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
Online-Zugang:	Volltext
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