Policy report: An analysis of the psychology of in-home sales of educational software
Consumer Action in conjunction with Dr Paul Harrison, Centre for Sustainable and Responsible Organisations, Deakin University, Marta Massi, School of Marketing and Communication, Lumsa University (Rome) and Kathryn Chalmers, Deakin University, have studied the psychological aspects of in-home sales techniques used by the sellers of educational software. The report uses interviews with former sales people and actual case studies of families who have experienced the in-home sales process to reveal the emotional manipulation behind these sophisicated sales scripts.
The researchers make recommendations based on their findings and proposes how these findings might be applied to consumer policy.
To read the report, please click: Shutting the Gates