The "top-of-the-line" influence on the buyer-seller relationship

Journal of Business Research

Volumn 56, Issue 4, 2003, Pages 303-309

  Donoho, Casey L ^a  

^a NORTHERN ARIZONA UNIVERSITY   (United States)

Author keywords

Anchoring and adjustment heuristics; Assimilation contrast theory; Buyer seller relationships; Price sensitivity; Product line selling; Selling techniques; Top of the line (TOTL) influence strategy

Indexed keywords

EID: 0037398330     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(02)00442-3     Document Type: Article

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