Buyer-Seller Similarity and Sales: A New Approach
Loading...
View/Download File
Persistent link to this item
Statistics
View StatisticsJournal Title
Journal ISSN
Volume Title
Title
Buyer-Seller Similarity and Sales: A New Approach
Authors
Published Date
1988
Publisher
Bureau of Business and Economic Research
Type
Working Paper
Abstract
Buyer-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.
Description
The year given (1988) is an estimate.
Related to
Replaces
License
Series/Report Number
Funding information
Isbn identifier
Doi identifier
Previously Published Citation
Suggested citation
Dion, Paul A; Weitz, Barton. (1988). Buyer-Seller Similarity and Sales: A New Approach. Retrieved from the University Digital Conservancy, https://hdl.handle.net/11299/264682.
Content distributed via the University Digital Conservancy may be subject to additional license and use restrictions applied by the depositor. By using these files, users agree to the Terms of Use. Materials in the UDC may contain content that is disturbing and/or harmful. For more information, please see our statement on harmful content in digital repositories.