Essays about: "personal selling, ikea"

Found 1 essay containing the words personal selling, ikea.

  1. 1. The effect of rhetoric in personal selling : An observational study of how IKEA uses rhetoric in their sales interactions

    University essay from IHH, Marketing and Logistics

    Author : Sara Hellsten; Maria Lidgren; [2011]
    Keywords : Rhetoric; Personal Selling; IKEA Jönköping; Trust; Credibility; Persuasion; Attitude; Product Knowledge; Add-on sales;

    Abstract : Background: Rhetoric can be traced back to antiquity and is today a well used tool within marketing and persuasion. Although rhetoric is said to be the art of persuasion there is a lack of research concerning rhetoric used in personal selling, even though persuasion is one of the most important aspects of personal selling. READ MORE