The Persuasive Role of Incidental Similarity on Attitudes and Purchase Intentions in a Sales Context

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Abstract

As any well-seasoned agent knows, creating a connection with the client is essential. Connections can be made in a variety of ways and usually hinge on some common value or shared demographic. The intent of our research was to explore the effects of incidental similarities, or chance similarities, such as a shared name, birthday or birthplace, on the buyer-

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