The importance of the salesperson in influencing buying behaviour can be understood in terms of exchange theory, which stresses that there must be an effective store policy for the exchange of products or refund of money if the consumer is unhappy with a purchase.

Question

Quizplus · Accepted Answer

Exchange theory primarily focuses on the dynamics of social relationships and the reciprocal exchange of resources, benefits, and obligations, rather than specific store policies or the role of salespersons in influencing buying behavior.

The Importance of the Salesperson in Influencing Buying Behaviour Can