Selling Tactics That Have the Potential to Deceive

Michael Kamins

Chapter 10 in Marketing Manipulation:A Consumer's Survival Manual, 2018, pp 139-150 from World Scientific Publishing Co. Pte. Ltd.

Abstract: So what makes a sales approach deceptive? One factor relates to a “False Description of Goods.” So for example, a salesperson tells a perspective client that the furniture that they are planning on buying is solid mahogany and that it will last a lifetime, when in reality it is a mahogany veneer with a plywood base. In reality, the only lifetime this type of furniture can last through is that of a termite.

Keywords: Marketing; Consumer Behaviour; Pricing; Product; Promotion; Distribution (search for similar items in EconPapers)
JEL-codes: M31 (search for similar items in EconPapers)
Date: 2018
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