title: Compliments and purchasing behavior in telephone sales interactions.
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.
authors.affiliation: Department of Languages, Philosophy, and Speech Communication, Utah State University, Logan, UT 84322-0720, USA.
authors.forename: Josh
authors.initials: J
authors.lastname: Dunyon
authors.forename: Valerie
authors.initials: V
authors.lastname: Gossling
authors.forename: Sarah
authors.initials: S
authors.lastname: Willden
authors.forename: John S
authors.initials: JS
authors.lastname: Seiter
mesh_terms: D003132:Commerce; D003142:Communication; D005260:Female; D006801:Humans; D007398:Interpersonal Relations; D008297:Male; D009042:Motivation; D010565:Persuasive Communication; D011593:Psychology, Social; D012456:Salaries and Fringe Benefits; D012928:Social Desirability; D013689:Telephone