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The effects of customer focused selling on destination choice and decision of purchasing: An empirical study on British tourists travelling to Turkey

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Author(s): Şirvan Şen Demir | Mahmut Demir | Kevin Nield

Journal: International Journal of Human Sciences
ISSN 1303-5134

Volume: 10;
Issue: 2;
Start page: 443;
Date: 2013;
Original page

Keywords: Customer-focused selling | Destination choice | Decision of purchasing | British tourists | Turkey

ABSTRACT
The main purpose of this study is to investigate the relationship between customer-focused selling (CFS) approaches, customers’ destination choice (DC) and decision of purchasing (DP). The secondary purpose is to examine the moderating effect of destination choice on the relationship between CFS and DP. The results indicate that all of the factors have a significant and positive relationship with each other. While the moderating effect of DC significantly influenced the relationship between the building trust and credibility, investigating the purchasing factors, offering solutions dimensions of CFS and DP. The moderating effect was insignificant with regard to the relationship between gaining agreements and building long-term relationships dimensions of CFS and DP.
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