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
Josh
J
Department of Languages, Philosophy, and Speech Communication, Utah State University, Logan, UT 84322-0720, USA.
Gossling
Valerie
V
Willden
Sarah
S
Seiter
John S
JS
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