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Exploring companion selling: does the situation affect customers’ perceptions?

Michael Jay Polonsky (School of Management, University of Newcastle, New South Wales, Australia.)
Heidi Cameron (School of Management, University of Newcastle, New South Wales, Australia.)
Sara Halstead (School of Management, University of Newcastle, New South Wales, Australia.)
Angela Ratcliffe (School of Management, University of Newcastle, New South Wales, Australia.)
Pietro Stilo (School of Management, University of Newcastle, New South Wales, Australia.)
Gillian Watt (School of Management, University of Newcastle, New South Wales, Australia.)

International Journal of Retail & Distribution Management

ISSN: 0959-0552

Article publication date: 1 February 2000

2735

Abstract

Examines whether respondents’ attitudes towards companion selling (i.e. suggesting the purchase of a related good) varies based on two hypothetical situations. The results suggest that overall there are some differences in attitudes based on the selling context. However, overall respondents believe that companion selling is generally an appropriate activity and might even contribute to better customer service levels.

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Citation

Polonsky, M.J., Cameron, H., Halstead, S., Ratcliffe, A., Stilo, P. and Watt, G. (2000), "Exploring companion selling: does the situation affect customers’ perceptions?", International Journal of Retail & Distribution Management, Vol. 28 No. 1, pp. 37-45. https://doi.org/10.1108/09590550010306764

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MCB UP Ltd

Copyright © 2000, MCB UP Limited

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