Tara was shopping for a new pair of shoes for work. The salesperson was very helpful and friendly, bringing Tara some styles she hadn't thought to try on but that she ended up really liking. Noticing Tara's University of Wisconsin tee-shirt, the salesperson said that she was a student there. After talking, they discovered that they had lived in the same dormitory, just a few years apart. Tara ended up buying three pairs of shoes rather than the one pair she had planned on. Tara's experience shows the effect of ________.

Question

Quizplus · Accepted Answer

Tara's experience shows the effect of incidental similarity, where a common ground between the salesperson and customer led to a more positive shopping experience and increased sales. The other options listed (queuing theory, the expectancy disconfirmation model, and retail theming) are not related to the scenario described.

Tara Was Shopping for a New Pair of Shoes for Work