The Persuasive Impact on Sales

Chavdar Christov

Economic Studies journal, 2009, issue 2, 124-142

Abstract: The persuasive impact is one of the most important communication instruments in the marketing mix, which is revealed especially in the sales. It is directed mostly to the consumer of goods and services for reaching an agreement for purchase. Its goal is to sell them most successfully. At the same time it requires good knowledge of the social-psychological regularities, which drive people to give consumer agreement. The persuasive impact in this area is formalized in the use of different techniques, which have imposed in the practice with their effectiveness. Knowing them and applying them gives good marketing results but also sets the question of the ethics of the relative approaches.

JEL-codes: M1 M3 (search for similar items in EconPapers)
Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:bas:econst:y:2009:i:2:p:124-142

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