Psychological Effects of Restaurant Meetings on Industrial Buyers
通过实验研究211名采购人员，发现普通餐厅会议比高档餐厅会议更能获得工业采购者的积极评价，对销售策略有参考价值。
Previous research has assessed industrial buyers' opinions of restaurant meetings with sales representatives but failed to clarify what settings are advantageous from a sales standpoint ( Dempsey, Bushman, and Plank 1980 ; Halvorson and Rudelius 1977 ). This experiment involving 211 purchasing personnel examines the impact of different restaurant meeting settings on industrial buyers' reactions to three user-versus-supplier problems. In a design where the environment of a buyer-seller meeting and the nature of user-supplier purchase problems were manipulated, it was found that an ordinary, unpretentious restaurant meeting caused more favorable evaluations than a nonroutine, fancy restaurant meeting.