A Prompting Procedure for Increasing Sales in a Small Pet Store

Autor/inn/en	Milligan, Jacqueline; Hantula, Donald A.
Titel	A Prompting Procedure for Increasing Sales in a Small Pet Store
Quelle	In: Journal of Organizational Behavior Management, 25 (2006) 3, S.37-44 (8 Seiten) PDF als Volltext Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	0160-8061
Schlagwörter	Prompting; Behavior Modification; Salesmanship; Behavioral Science Research; Consumer Economics; Job Performance; Consumer Science + Suchen Sie Ihr Suchwort? Benutzerführung; Behaviour modification; Verhaltensänderung; Konsumökonomie; Work performance; Arbeitsleistung
Abstract	A simple prompting procedure involving index cards was used to increase suggestive selling by the owner/operator of a small pet grooming business. Over a year of baseline data revealed that no sales prompts were given and few pet products were sold. When the owner was prompted by an index card to ask customers if they wanted to purchase pet products, sales tripled and increased four-fold by the end of the year. This study is part of an increasing interest in the behavioral analysis of consumer choice and addresses both management and marketing concerns by demonstrating how a simple, well-replicated prompting procedure can modify a key employee behavior that in turn changes customer behavior, and results in an important organizational outcome. (Author).
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Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2017/4/10