Add to ORKGSalesperson-customer similarity can positively or negatively affect persuasiveness. Consumers more likely to take a recommendation from a dissimilar (vs. similar) salesperson when purchasing a familiar product, but the reverse is true when purchasing an unfamiliar product. Four experiments and secondary data confirm these opposing effects
The brand clutter in many product categories and increasing numbers of similar products, some of whi...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
This study introduces the concept of attractiveness similarity, empirically examines its main effect...
In this dissertation, we study how salesperson-consumer similarity would influence salespersons’ per...
This study examines the effects of incidental similarity shared between a salesperson and a potentia...
During initial business-to-business encounters, salespeople try to enhance buyers’ future interactio...
Prior literature has proposed two process explanations for the positive effect of source similarity ...
With the increased reliance on diverse markets in multi-cultural contexts, the role that similarity ...
The present paper shows that the frequency of people's compliance with a request can be substantiall...
International audienceThe concept of similarity is central to marketing research. Its fields of appl...
Consumers readily indicate liking options that appear dissimilar—for example, enjoying both rustic l...
This paper provides empirical insight into the way consumers make pairwise similarity judgments betw...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
Abstract The purpose of this paper is to empirically examine the causal effects of similarity among ...
This research presents a feature-based statistical model and subse-quently explores the degree to wh...
The brand clutter in many product categories and increasing numbers of similar products, some of whi...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
This study introduces the concept of attractiveness similarity, empirically examines its main effect...
In this dissertation, we study how salesperson-consumer similarity would influence salespersons’ per...
This study examines the effects of incidental similarity shared between a salesperson and a potentia...
During initial business-to-business encounters, salespeople try to enhance buyers’ future interactio...
Prior literature has proposed two process explanations for the positive effect of source similarity ...
With the increased reliance on diverse markets in multi-cultural contexts, the role that similarity ...
The present paper shows that the frequency of people's compliance with a request can be substantiall...
International audienceThe concept of similarity is central to marketing research. Its fields of appl...
Consumers readily indicate liking options that appear dissimilar—for example, enjoying both rustic l...
This paper provides empirical insight into the way consumers make pairwise similarity judgments betw...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
Abstract The purpose of this paper is to empirically examine the causal effects of similarity among ...
This research presents a feature-based statistical model and subse-quently explores the degree to wh...
The brand clutter in many product categories and increasing numbers of similar products, some of whi...
This research demonstrates a new effect of consumer similarity in a chance context. Six studies show...
This study introduces the concept of attractiveness similarity, empirically examines its main effect...