Judging by the wristwatch: Salespersons’ responses to status signals and stereotypes of luxury clients
This paper investigates how the activation of a customer stereotype affects salespersons’ interpersonal orientation in the context of luxury car purchases. The results of three complementary studies (observation in-situ, survey among luxury car clients, lab-experiment among apprentice-salespeople) i...
| Main Authors: | , , |
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| Format: | Article |
| Language: | English |
| Published: |
Elsevier Ltd
2019
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| Subjects: | |
| Online Access: | View Fulltext in Publisher |