Sell More to a Customer by Treating Other People and Property Considerately

A new Journal of Marketing study shows how a salesperson’s effectiveness depends not just on how the salesperson behaves with a focal customer but also on how the salesperson behaves with other customers and company property. Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221138302 Read an in-depth recap of this research here: https://www.ama.org/2022/12/13/the-value-of-secondary-selling-how-salesperson-behavior-beyond-the-salesperson-customer-dyad-generates-higher-sales-and-customer-satisfaction/ Reference: Molly R. Burchett, Brian Murtha, and Ajay K. Kohli, “Secondary Selling: Beyond the Salesperson–Customer Dyad,” Journal of Marketing. doi:10.1177/00222429221138302 Narrator: Josephine Stein Acknowledgments: Sushma Kambagowni Topics: sales, retail, secondary selling, persuasion knowledge, reactance, selling effectiveness, social research The JM Buzz is a production of the Journal of Marketing and is produced by University FM.