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Holiday shopping: Choosing a favorite may increase the likelihood of purchase

12-04-2007 · EurekAlert!

This shopping season, salespeople looking to increase the likelihood of a sale can simply ask the potential buyer which of several items they prefer. According to new research, this skips the first part of the mental purchasing process. Instead of "Should I buy at all?" the consumer is moved immediately into the mindset of "Which one should I buy?"

Keywords: holiday, shopping, choosing, favorite, likelihood, purchase

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