Too close for comfort? The impact of salesperson‐customer proximity on consumers' purchase behavior
Abstract
Across a series of lab and field studies, with a total sample of over 1200 participants, we investigate how the physical proximity between salespeople and customers can impact store loyalty, purchase intentions, and actual spending. An initial survey among a representative sample of retail salespeople reveals that they associate close physical proximity between employees and customers with positive consumer outcomes, an intuition that dovetails...
Paper Details
Title
Too close for comfort? The impact of salesperson‐customer proximity on consumers' purchase behavior
Published Date
May 29, 2021
Journal
Volume
38
Issue
9
Pages
1576 - 1590
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Notes
History