The new retailer
Abstract
In many sales situations, consumers often encounter cross-selling persuasion, whereby the salesperson will suggest another product to go along with the initial purchase. While some consumers tend to be more susceptible to cross-selling persuasion, others are less so. Why is this the case? The present research proposes that consumers’ self-construal can influence their purchase intention for the cross-selling product. The authors conduct three...
Paper Details
Title
The new retailer
Published Date
Jan 1, 2017
Volume
34
Pages
309 - 310
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Notes
History