Abstract
Over the past 20 years, consumer groups and policymakers have
expressed concerns about the high-pressure selling techniques used
during in-home selling, often highlighting the distinction between
typical door-to-door selling, and the type of selling that occurs when
a salesperson is “invited” through a previous interaction to undertake
a sales process in the consumer’s home. This article explores these
high-pressure selling techniques in the context of the invited in-home
selling (IIHS) of educational software and the consequences in terms of
consumer vulnerability and consumer protection policy. We conclude
by drawing upon earlier discourse in this field to argue that policymakers,
consumer advocates and businesses consider a holistic, multidimensional
contextualization of consumer vulnerability as a means
to consider consumer protection in this, and other contexts.
Lingua originale | English |
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pagine (da-a) | 195-221 |
Numero di pagine | 27 |
Rivista | THE JOURNAL OF CONSUMER AFFAIRS |
Stato di pubblicazione | Pubblicato - 2013 |
Keywords
- In-home sales