Contributors
Articles by Thomas, Veronica L.
Mangus, Stephanie M.; Bock, Dora E.; Thomas, Veronica L.
Consumers often believe that salespeople do not have consumers' best interests in mind and, thus, dread the idea of engaging in negotiations with a salesperson. In our research, we focus on the interpersonal relationship between the consumer and the salesperson and examine whether a favor request from a salesperson to the consumer will encourage engagement and the idea of negotiation.
