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Exploring companion selling: does the situation affect customers’ perceptions?
journal contribution
posted on 2000-02-01, 00:00 authored by Michael PolonskyMichael Polonsky, H Cameron, S Halstead, A Ratcliffe, P Stilo, G WattExamines whether respondents’ attitudes towards companion selling (i.e. suggesting the purchase of a related good) varies based on two hypothetical situations. The results suggest that overall there are some differences in attitudes based on the selling context. However, overall respondents believe that companion selling is generally an appropriate activity and might even contribute to better customer service levels.
History
Journal
International Journal of Retail & Distribution ManagementVolume
28Issue
1Pagination
37 - 45Publisher
Emerald PublishingLocation
Bingley, Eng.Publisher DOI
ISSN
0959-0552Language
engPublication classification
C1.1 Refereed article in a scholarly journalCopyright notice
2000, MCP University PressUsage metrics
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