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Selling customers the short end of the stick
03-29-2007 · EurekAlert!Groucho Marx famously said he wouldn't want to join any club that would have someone like him as a member. But if you are on the outside of some deal that benefits another group more than you, would this make you more or less interested in the product? Research from Duke University's Fuqua School of Business provides answers that challenge some long-held notions regarding consumer reaction to targeted promotions.
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Keywords: selling, customers, short, stick, customer
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