Even small gifts boost business
If a sales agent brings their customer a small gift, the customer is much more likely to make a purchase, a study by the university of Zurich has shown. This works particularly well when the person receiving the gift is the boss.
- A conflict of interest arises according to the gift. A box of chocolates? No problem. A seat in a box at a Formula 1 race? Perhaps not.
- Even small gifts influence behavior
In an experiment by the universities of Zurich and Lausanne, sales representatives gave some of their customers six tubes of toothpaste worth a total of around 10 francs. This seemingly insignificant token led to orders that were on average almost twice as high.
- Effect depends on the relationship
This effect only occurred, however, if there was an existing business relationship, meaning the giver and recipient already knew each other.
- Effect is biggest with the boss
Distributing small presents may therefore be a profitable strategy for sales reps. This is especially true if they are handed over personally to the boss.