Title

Compliments and Purchasing Behavior in Telephone Sales Interactions

Document Type

Article

Journal/Book Title/Conference

Psychological reports

Volume

106

Issue

1

Publisher

Ammons Scientific

Publication Date

2-1-2010

First Page

27

Last Page

30

DOI

10.2466/pr0.106.1.27-30

Abstract

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.

Comments

*undergraduate student; **graduate student

This document is currently not available here.

Share

COinS