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

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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Year of publication:	2000
Authors:	Polonsky, Michael Jay ; Cameron, Heidi ; Halstead, Sara ; Ratcliffe, Angela ; Stilo, Pietro ; Watt, Gillian
Published in:	International Journal of Retail & Distribution Management. - MCB UP Ltd, ISSN 1758-6690, ZDB-ID 2032071-1. - Vol. 28.2000, 1, p. 37-45
Publisher:	MCB UP Ltd
Subject:	Retailing \| Personal selling \| Customer service \| Consumer behaviour

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/09590550010306764 [DOI]
Source:	Other ZBW resources

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