Storytelling during retail sales encounters
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DOI: 10.1016/j.jretconser.2013.04.005
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References listed on IDEAS
- Jennifer Edson Escalas, 2007. "Self-Referencing and Persuasion: Narrative Transportation versus Analytical Elaboration," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(4), pages 421-429, December.
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Citations
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Cited by:
- Farivar, Samira & Wang, Fang & Yuan, Yufei, 2021. "Opinion leadership vs. para-social relationship: Key factors in influencer marketing," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
- Yong You Nie & Austin Rong Da Liang & Dun Ji Chen, 2017. "Assessing the effect of organic-food short storytelling on consumer response," The Service Industries Journal, Taylor & Francis Journals, vol. 37(15-16), pages 968-985, December.
- Kim, Naeun (Lauren) & Woo, Hongjoo & Ramkumar, Bharath, 2021. "The role of product history in consumer response to online second-hand clothing retail service based on circular fashion," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
- Lutz Kaufmann & Moritz Schreiner & Felix Reimann, 2023. "Narratives in supplier negotiations—The interplay of narrative design elements, structural power, and outcomes," Journal of Supply Chain Management, Institute for Supply Management, vol. 59(1), pages 66-94, January.
- Peter Jones & Daphne Comfort, 2018. "Storytelling and Sustainability Reporting: An Exploratory Study of Leading US Retailers," Athens Journal of Business & Economics, Athens Institute for Education and Research (ATINER), vol. 4(2), pages 147-162, April.
- Grigsby, Jamie L. & Mellema, Hillary N., 2020. "Negative Consequences of Storytelling in Native Advertising," Journal of Interactive Marketing, Elsevier, vol. 52(C), pages 61-78.
- Dharun Kasilingam & Soundararaj Ajitha, 2022. "Storytelling in advertisements: understanding the effect of humor and drama on the attitude toward brands," Journal of Brand Management, Palgrave Macmillan, vol. 29(4), pages 341-362, July.
- Stauss, Bernd, 2016. "Customer Storytelling: Kunden erzählen Geschichten – das Marketing misst Zahlen," Marketing Review St.Gallen, Universität St.Gallen, Institut für Marketing und Customer Insight, vol. 33(1), pages 22-31.
- AlRabiah, Sara & Marder, Ben & Marshall, David & Angell, Rob, 2022. "Too much information: An examination of the effects of social self-disclosure embedded within influencer eWOM campaigns," Journal of Business Research, Elsevier, vol. 152(C), pages 93-105.
- Pappas, Alec & Fumagalli, Elena & Rouziou, Maria & Bolander, Willy, 2023. "More than Machines: The Role of the Future Retail Salesperson in Enhancing the Customer Experience," Journal of Retailing, Elsevier, vol. 99(4), pages 518-531.
- Andersson, Pernille K. & Gustafsson, Anders & Kristensson, Per & Wästlund, Erik, 2016. "The effect of frontline employees’ personal self-disclosure on consumers’ encounter experience," Journal of Retailing and Consumer Services, Elsevier, vol. 30(C), pages 40-49.
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Keywords
Story; Narrative; Sales communication; Influence tactics; Persuasion;All these keywords.
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