Exploring companion selling: does the situation affect customers’ perceptions?

Michael Jay Polonsky · Heidi Cameron · Sara Halstead · Angela Ratcliffe · Pietro Stilo

19 citations0/0 files storedInternational Journal of Retail & Distribution Management

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Consumer Retail Behavior Studies Customer Service Quality and Loyalty Consumer Market Behavior and Pricing

Abstract

Examines 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.

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References

1981Designing Research for Application 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness 1978The Use of Vignettes in Survey Research 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity 1999Corporate Credibility’s Role in Consumers’ Attitudes and Purchase Intentions When a High versus a Low Credibility Endorser Is Used in the Ad 1998Essentials of Marketing Research 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity 1993Essentials of marketing research

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