Consumer decision-making, salespeople's adaptive selling and retail performance

Article Abstract:

In today's retail atmosphere, salespeople are a company's biggest advantage. Retailers need to better use these employees in order to take advantage of the situation the most effectively. Retailers need to understand the role that salespeople play in consumer decision-making.

Retail Trade, Business Personnel Management, Methods, Human resource management

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The effect of retail atmospherics on customers' perceptions of salespeople and customer persuasion: an empirical investigation

Article Abstract:

Research is presented concerning the effect of retail atmospherics on consumers' expectations of merchandise and service quality. The positive effect of increased salespeople on customers' buying intentions is discussed.

Evaluation, Economic aspects

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Consumption experience, customer value, and subjective personal introspection: An illustrative photographic essay

Article Abstract:

A study is conducted to examine the role of customer value in the consumption experience.

Science & research, Consumer behaviour

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