Are you looking for something specific or just looking around? Adaptive selling on the basis of customer shopping goals in retail sales

A key advantage that brick-and-mortar retailers have over online retailers is their salespeople, who can adaptively interact with customers on a one-on-one basis. When starting an interaction with a customer, a retail salesperson generally first aims to determine their shopping goal (Hall et al., Jo...

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Bibliographic Details
Published in:Journal of the Academy of Marketing Science 2024-11, Vol.52 (6), p.1780-1804
Main Authors: Kim, Yenee, McFarland, Richard G.
Format: Article
Language:English
Subjects:
Business and Management
Customers
Goal setting
Marketing
Marketing research
Original Empirical Research
Retail industry
Retail stores
Sales management
Salespeople
Shopping
Social Sciences
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