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Re-designing adaptive selling strategies: the role of different types of shopping companions

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  • Tobias Scholz

    (University of Twente)

  • Jörn Redler

    (Mainz University of Applied Sciences)

  • Sven Pagel

    (Mainz University of Applied Sciences)

Abstract

This paper explores the influence of shopping companions in retail sales conversations and the necessity of designing more comprehensive sales training programs. In particular, the characteristics and behaviors of shopping companions and their subsequent effects on accompanied shoppers, the salesperson and the sales conversation are examined. Shopping companions have not played a role in adaptive selling research and most practical trainings for salespeople so far, although they can significantly affect shopper behavior and decision-making, and require distinct approaches by salespeople. Systematizing in-depth interviews with salespeople and qualitative content analysis reveal a variety of different character traits and behaviors of shopping companions that can lead to positive and negative outcomes from a salesperson’s perspective. The interactions that take place between customers and salespeople are the core element of customer-oriented service in retailing. When a holistic customer-oriented service is part of their value proposition, retailers should consider re-designing training programs for salespeople and include the influence of shopping companions. In doing so, salespeople’s customer orientation can be increased by augmenting their capabilities and enabling them to make use of adaptive selling techniques specifically designed for co-shopping situations.

Suggested Citation

  • Tobias Scholz & Jörn Redler & Sven Pagel, 2021. "Re-designing adaptive selling strategies: the role of different types of shopping companions," Review of Managerial Science, Springer, vol. 15(5), pages 1243-1280, July.
    • Handle: RePEc:spr:rvmgts:v:15:y:2021:i:5:d:10.1007_s11846-020-00385-1
    DOI: 10.1007/s11846-020-00385-1
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    2. Tobias Benjamin Scholz & Sven Pagel & Jörg Henseler, 2023. "Shopping Companions and Their Diverse Impacts: A Systematic Annotated Bibliography," SAGE Open, , vol. 13(4), pages 21582440231, December.

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