| 来源类型 | Working Paper |
| 规范类型 | 报告 |
| DOI | 10.3386/w15975 |
| 来源ID | Working Paper 15975 |
| Persuasion and empathy in salesperson-customer interactions | |
| Julio J. Rotemberg | |
| 发表日期 | 2010-05-06 |
| 出版年 | 2010 |
| 语种 | 英语 |
| 摘要 | In a search model, prospects encounter salespeople who can try to persuade them. Persuasive messages can increase the utility of buying or increase the cost of not buying. The latter reduces welfare. Equilibria where only some salespeople make a persuasive effort often exist. Salespeople vary in their empathy, and choose their jobs accordingly. When all prospects are persuadable, a negative correlation between empathy and sales suggests that persuasion increases the cost of not buying. When only some are, messages that increase the utility of purchasing can reduce welfare. They can also lead to a negative correlation between empathy and sales. |
| 主题 | Microeconomics ; Welfare and Collective Choice ; Economics of Information ; Other ; Accounting, Marketing, and Personnel |
| URL | https://www.nber.org/papers/w15975 |
| 来源智库 | National Bureau of Economic Research (United States) |
| 引用统计 | |
| 资源类型 | 智库出版物 |
| 条目标识符 | http://119.78.100.153/handle/2XGU8XDN/573650 |
| 推荐引用方式 GB/T 7714 | Julio J. Rotemberg. Persuasion and empathy in salesperson-customer interactions. 2010. |
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| 文件名称/大小 | 资源类型 | 版本类型 | 开放类型 | 使用许可 | ||
| w15975.pdf（325KB） | 智库出版物 | 限制开放 | CC BY-NC-SA | 浏览 | ||
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