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The Persuasive Impact on Sales


  • Chavdar Christov


The persuasive impact is one of the most important communication instruments in the marketing mix, which is revealed especially in the sales. It is directed mostly to the consumer of goods and services for reaching an agreement for purchase. Its goal is to sell them most successfully. At the same time it requires good knowledge of the social-psychological regularities, which drive people to give consumer agreement. The persuasive impact in this area is formalized in the use of different techniques, which have imposed in the practice with their effectiveness. Knowing them and applying them gives good marketing results but also sets the question of the ethics of the relative approaches.

Suggested Citation

  • Chavdar Christov, 2009. "The Persuasive Impact on Sales," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 2, pages 124-142.
  • Handle: RePEc:bas:econst:y:2009:i:2:p:124-142

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    References listed on IDEAS

    1. Васил Цанов, 2007. "Политика На Доходите," ERI-BAS Chapters,in: Митко Димитров (ed.), Студии за ускорено развитие на българската икономика, edition 1, chapter 12, pages 251-263 Bulgarian Academy of Sciences - Economic Research Institute.
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    JEL classification:

    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising


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