Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Bryan Hochstein, Willy Bolander, Ronald Goldsmith, Christopher R. Plouffe
| Year of publication: |
2019
|
|---|---|
| Authors: | Hochstein, Bryan ; Bolander, Willy ; Goldsmith, Ronald E. ; Plouffe, Christopher R. |
| Published in: |
Journal of the Academy of Marketing Science. - New York, NY : Springer Science + Business Media LLC, ISSN 0092-0703, ZDB-ID 1187865-4. - Vol. 47.2019, 1, p. 118-137
|
| Subject: | Informedness | Informed consumer | Sales | Seller influence tactics | Adaptiveness | Purchase decisions | Konsumentenverhalten | Consumer behaviour | Verkaufspersonal | Salespeople | Kaufentscheidung | Purchase decision | Verkauf | Selling | Produktinformation | Product information |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-018-0609-2 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011996688