Abstract:Why are salespeople in certain industries (such as cars and mattresses) aggressive, while their counterparts in other industries (such as luxury boutiques) relatively customer-oriented? Using a principal-agent-customer model, this paper demonstrates that the level of salesperson aggressiveness depends on: (1) the proportion of customers with a high willingness to pay; (2) whether or not customers are wellinformed and (3) repeat customers. If the proportion of customers with a high willingness to pay is relativ… Show more
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