3 min listen
Sell More to a Customer by Treating Other People and Property Considerately
FromThe JM Buzz
ratings:
Length:
3 minutes
Released:
Feb 2, 2023
Format:
Podcast episode
Description
A new Journal of Marketing study shows how a salesperson’s effectiveness depends not just on how the salesperson behaves with a focal customer but also on how the salesperson behaves with other customers and company property.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221138302
Read an in-depth recap of this research here: https://www.ama.org/2022/12/13/the-value-of-secondary-selling-how-salesperson-behavior-beyond-the-salesperson-customer-dyad-generates-higher-sales-and-customer-satisfaction/
Reference:
Molly R. Burchett, Brian Murtha, and Ajay K. Kohli, “Secondary Selling: Beyond the Salesperson–Customer Dyad,” Journal of Marketing. doi:10.1177/00222429221138302
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni
Topics: sales, retail, secondary selling, persuasion knowledge, reactance, selling effectiveness, social research
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221138302
Read an in-depth recap of this research here: https://www.ama.org/2022/12/13/the-value-of-secondary-selling-how-salesperson-behavior-beyond-the-salesperson-customer-dyad-generates-higher-sales-and-customer-satisfaction/
Reference:
Molly R. Burchett, Brian Murtha, and Ajay K. Kohli, “Secondary Selling: Beyond the Salesperson–Customer Dyad,” Journal of Marketing. doi:10.1177/00222429221138302
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni
Topics: sales, retail, secondary selling, persuasion knowledge, reactance, selling effectiveness, social research
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Released:
Feb 2, 2023
Format:
Podcast episode
Titles in the series (67)
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