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Psychol Rep. 2010 Feb;106(1):27-30.

Compliments and purchasing behavior in telephone sales interactions.

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1
Department of Languages, Philosophy, and Speech Communication, Utah State University, Logan, UT 84322-0720, USA.

Abstract

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.

PMID:
20402423
DOI:
10.2466/PR0.106.1.27-30
[Indexed for MEDLINE]
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