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Inside-outside : using eye-tracking to investigate search-choice processes in the retail environment
Huddleston, Patricia T.; Behe, Bridget K.; Driesener, Carl - In: Journal of retailing and consumer services 43 (2018), pp. 85-93
Persistent link: https://www.econbiz.de/10011883164
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Selling with technology : understanding the resistance to mobile sales assistant use in retailing
Spreer, Philipp; Rauschnabel, Philipp A. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 240-263
Persistent link: https://www.econbiz.de/10011565542
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The Impact of Disclosing Inventory-Scarcity Messages on Sales in Online Retailing
Park, Sungho - 2020
To influence demand, some online retailers post messages (e.g., “5 units or less left in stock”) on their product pages to signal impending stockouts. These “scarcity” messages provide consumers “partial” inventory information, revealing only an upper bound on the number of units...
Persistent link: https://www.econbiz.de/10012842813
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Re-designing adaptive selling strategies : the role of different types of shopping companions
Scholz, Tobias M.; Redler, Jörn; Pagel, Sven - In: Review of managerial science : RMS 15 (2021) 5, pp. 1243-1280
Persistent link: https://www.econbiz.de/10012549751
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Modeling specialty store customers' buy/no-buy decisions
Goudge, Darrell; Good, Megan C.; Hyman, Michael R. - In: International journal of retail & distribution management 45 (2017) 11, pp. 1260-1276
Persistent link: https://www.econbiz.de/10011815715
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The impact of digital sales channels on web sales : evidence from the USA's largest online retailers
Narayanaswamy, Ravi; Heiens, Richard A. - In: International journal of electronic marketing and … 12 (2021) 3, pp. 306-322
Persistent link: https://www.econbiz.de/10012598447
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Brand-compliant behavior of outside sales people : its importance, challenges and ensuring that it is embraced
Mahadevan, Jochen; Zinkann, Reinhard Christian - In: Transfer : Zeitschrift für Kommunikation und … 67 (2021) 1, pp. 72-74
Persistent link: https://www.econbiz.de/10012490387
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Is suggestive selling effective in increasing sales? : investigating its role in store promotion strategy using retail chain data from the U.S.
Pai, Dinesh Ramdas; Bhatt, Siddharth - In: Journal of marketing analytics : JMA 11 (2023) 1, pp. 32-40
Persistent link: https://www.econbiz.de/10014250026
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The impact of in-store sales personnel's altruistic behaviors on store image : a cross-category study in Japan
Nakamori, Takafumi; Newell, Stephen J.; Han, Bernard T.; … - In: The international review of retail, distribution and … 34 (2024) 1, pp. 33-51
Persistent link: https://www.econbiz.de/10014558990
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Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.; Alavi, Sascha; Habel, Johannes - In: Journal of personal selling & sales management : JPSSM 43 (2023) 2, pp. 117-127
Persistent link: https://www.econbiz.de/10014293077