Browsing by Author "Weitz, Barton"
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Item Buyer-Seller Similarity and Sales: A New Approach(Bureau of Business and Economic Research, 1988) Dion, Paul A; Weitz, BartonBuyer-seller similarity in height, weight but not personality or demographics were found to be linked to higher sales performance, as was buyer perceptions of seller similarity. Intermediate sales goals, such as trust and seller expertise were also important.