1PhD, Department of Business Management, Science and Research Branch, Islamic Azad University, Tehran, Iran
2Master of Marketing Management from the University of Molana Institute of Higher Education, Iran
Online published on 24 October, 2017.
The purpose of this research is to investigate whether consulting with salespeople would enhance store performance or not. And if so what salesperson should do to increase the number of shoppers seeking salesperson consultation. In this study questionnaires were distributed among 402 respondents that were customers of hypermarket in Iran. Results of the research shows that purchase uncertainty, disposition to ward salespeople, efficiency orientation and shopping enjoyment leads to consultation with salesperson and as a result the buying behavior is affected.
Consumer behavior, Personal selling, Retailing, Salesperson consultation
