Persuasion and empathy in salesperson-customer interactions
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In a search model, prospects encounter salespeople who can try to persuade them. Persuasive messages can increase the utility of buying or increase the cost of not buying. The latter reduces welfare. Equilibria where only some salespeople make a persuasive effort often exist. Salespeople vary in
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美国国家经济研究局创建时间：
2010-05-01
