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.
*Dunyon, J., *Gossling, V., *Willden, S., & Seiter, J. S. (2010). Compliments and Purchasing Behavior in Telephone Sales Interactions. Psychological Reports, 106 (1), 27-30.
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