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Consumer susceptibility to cross-selling persuasion: The roles of self-construal and interpersonal harmony

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  • Wang, Xuehua
  • Keh, Hean Tat

Abstract

In many sales situations, consumers often encounter cross-selling persuasion, whereby the salesperson will suggest another product to go along with the initial purchase. While some consumers tend to be more susceptible to cross-selling persuasion, others are less so. Why is this the case? The present research proposes that consumers’ self-construal can influence their purchase intention for the cross-selling product. The authors conduct three studies to test their hypotheses. Specifically, they show that interdependent (independent) self-construal increases (lowers) consumers' purchase intention toward the cross-selling item (Study 1). This relationship is mediated by interpersonal harmony (Study 2) and moderated by product complementarity (Study 3).

Suggested Citation

  • Wang, Xuehua & Keh, Hean Tat, 2017. "Consumer susceptibility to cross-selling persuasion: The roles of self-construal and interpersonal harmony," Journal of Retailing and Consumer Services, Elsevier, vol. 34(C), pages 177-184.
    • Handle: RePEc:eee:joreco:v:34:y:2017:i:c:p:177-184
    DOI: 10.1016/j.jretconser.2016.10.008
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    References listed on IDEAS

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    Cited by:

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    2. Xiaoming Fan, 2024. "The coldness of machines vs. the warmth of humans: social exclusion and compensatory consumption of handmade products," Italian Journal of Marketing, Springer, vol. 2024(3), pages 267-285, September.
    3. Ying Ma & Xiaodong Guo & Weihuan Su & Yongxiang Feng & Fang Han, 2022. "Dual-Path Effect of Mortality Salience Induced by COVID-19 on Food Safety Behavior in China," IJERPH, MDPI, vol. 19(10), pages 1-15, May.

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