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Alturas, B. & Santos, M-C. (2009). Direct selling: consumer profile, clusters and satisfaction. In European Retail Research. (pp. 47-68).: Gabler Verlag.

B. A. Alturas and M. D. Santos,  "Direct selling: consumer profile, clusters and satisfaction", in European Retail Research, Gabler Verlag, 2009, vol. 23, pp. 47-68

@incollection{alturas2009_1732201583198,
	author = "Alturas, B. and Santos, M-C.",
	title = "Direct selling: consumer profile, clusters and satisfaction",
	chapter = "",
	booktitle = "European Retail Research",
	year = "2009",
	volume = "23",
	series = "",
	edition = "",
	pages = "47-47",
	publisher = "Gabler Verlag",
	address = "",
	url = "https://link.springer.com/chapter/10.1007%2F978-3-8349-8203-2_3"
}

TY  - CHAP
TI  - Direct selling: consumer profile, clusters and satisfaction
T2  - European Retail Research
VL  - 23
AU  - Alturas, B.
AU  - Santos, M-C.
PY  - 2009
SP  - 47-68
SN  - 1867-8785
DO  - 10.1007/978-3-8349-8203-2_3
UR  - https://link.springer.com/chapter/10.1007%2F978-3-8349-8203-2_3
AB  - This study examines the determinants of customer choice of direct selling and satisfaction of
the consumer. We obtained survey data for 378 Portuguese consumers and carried out a hierarchical
cluster and a logit analysis to assess the buyers’ profile, choice criteria and satisfaction.
We found that the profile pattern influences the level of direct selling preference and
satisfaction. The results led to identification of three specific clusters and confirmed the importance
of the buyer’s experience with this way of shopping. The interactive nature of direct
selling renders the customer highly permeable to the salesperson’s influence. These findings
contribute to a better understanding and prediction of post-consumption behaviour.
ER  -