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When Persuasion Becomes Resistance. Exploring Consumer Autonomy, Decision Fatigue, and Trust Dynamics in Modern B2C Sales
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- Nombre de pages197
- FormatePub
- ISBN978-3-565-20089-4
- EAN9783565200894
- Date de parution27/01/2026
- Protection num.pas de protection
- Taille2 Mo
- Infos supplémentairesepub
- ÉditeurEmphaloz Publishing House
Résumé
Modern consumers are more informed, skeptical, and overwhelmed than ever before. Traditional persuasion tactics-aggressive closing techniques, manufactured urgency, manipulative framing-often trigger resistance rather than commitment. This book explores how consumer psychology has fundamentally shifted in the digital age, where trust is scarce and attention is fragmented.
It examines why conventional sales approaches fail with today's buyers, revealing patterns in decision-making processes, emotional triggers, and cognitive biases that shape purchasing behavior.
The book reframes B2C sales as a practice of facilitating informed decisions rather than engineering outcomes, exploring how sales professionals can build sustainable customer relationships without relying on pressure or manipulation. Through strategic analysis of consumer autonomy, choice architecture, and trust-building mechanisms, this work offers insight into what actually influences buying decisions in competitive markets.
It challenges the assumption that more persuasion equals more sales, demonstrating instead how reducing friction, respecting buyer intelligence, and creating genuine value leads to stronger conversion and retention. Designed for sales professionals, marketers, and business owners who recognize that sustainable revenue comes from customer agency, not control.
The book reframes B2C sales as a practice of facilitating informed decisions rather than engineering outcomes, exploring how sales professionals can build sustainable customer relationships without relying on pressure or manipulation. Through strategic analysis of consumer autonomy, choice architecture, and trust-building mechanisms, this work offers insight into what actually influences buying decisions in competitive markets.
It challenges the assumption that more persuasion equals more sales, demonstrating instead how reducing friction, respecting buyer intelligence, and creating genuine value leads to stronger conversion and retention. Designed for sales professionals, marketers, and business owners who recognize that sustainable revenue comes from customer agency, not control.
