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Top-down versus bottom-up sales tactics effects on the presentation of a product line

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  • Donoho, Casey L.
  • Swenson, Michael J.

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  • Donoho, Casey L. & Swenson, Michael J., 1996. "Top-down versus bottom-up sales tactics effects on the presentation of a product line," Journal of Business Research, Elsevier, vol. 37(1), pages 51-61, September.
    • Handle: RePEc:eee:jbrese:v:37:y:1996:i:1:p:51-61
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    5. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    6. Joyce, Ej & Biddle, Gc, 1981. "Anchoring And Adjustment In Probabilistic Inference In Auditing," Journal of Accounting Research, Wiley Blackwell, vol. 19(1), pages 120-145.
    7. Hawkins, Del I & Albaum, Gerald & Best, Roger, 1977. "An Investigation of Two Issues in the Use of Students as Surrogates for Housewives in Consumer Behavior Studies," The Journal of Business, University of Chicago Press, vol. 50(2), pages 216-222, April.
    8. Eric J. Johnson & John W. Payne, 1985. "Effort and Accuracy in Choice," Management Science, INFORMS, vol. 31(4), pages 395-414, April.
    9. Petroshius, Susan M & Monroe, Kent B, 1987. "Effect of Product-Line Pricing Characteristics on Product Evaluations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(4), pages 511-519, March.
    10. Biswas, Abhijit & Wilson, Elizabeth J. & Licata, Jane W., 1993. "Reference pricing studies in marketing: A synthesis of research results," Journal of Business Research, Elsevier, vol. 27(3), pages 239-256, July.
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    Cited by:

    1. Haas, Alexander & Kenning, Peter, 2014. "Utilitarian and Hedonic Motivators of Shoppers’ Decision to Consult with Salespeople," Journal of Retailing, Elsevier, vol. 90(3), pages 428-441.
    2. Donoho, Casey L., 2003. "The "top-of-the-line" influence on the buyer-seller relationship," Journal of Business Research, Elsevier, vol. 56(4), pages 303-309, April.

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