A Consumer‐Driven Approach to Increase Suggestive Selling

Several research articles have been published demonstrating the effectiveness of behavioral interventions in improving suggestive selling behavior of sales staff (e.g., Johnson & Masotti, 1990; Martinko, White, & Hassell, 1989; Mirman, 1982; Ralis & O'Brien, 1986). Procedures employed in these studies made use of two classes of personnel to implement the intervention: (1) personnel internal to the organization or (2) external consultants. The current study examined the efficacy of a consumer‐driven approach to improve suggestive selling behavior of three employees of a fast food franchise. Customers delivered either a verbal prompt or praise to an employee after they had placed their order. Delivery of a prompt or praise depended on whether or not the employee made a suggestion for an additional food purchase. This consumer‐driven intervention increased suggestive selling behaviors of all three employees, and was associated with higher suggestive sales in each case.     

The prevalence of low health literacy in undergraduate students in Pakistan

This Regular Feature is based on a PhD study assessing the level of health literacy among university students in Pakistan. A cross-sectional survey was carried out using the validated European Health Literacy Survey (HLS-EU-Q) and non-parametric tests used to analyse data with the aim of determining the influence of personal determinants on health literacy skills. The findings of the study concluded that the population had a low health literacy level with limited skills in accessing, understanding, appraising and applying information for health care. Gender, age, and native languages, all had a statistically significant influence on health literacy skills. Practical implications are presented for the role of university libraries in supporting the development of health literacy in their undergraduate student populations are presented, including the need for the provision of health information in native languages.     

In search of health information…

Searching for health information is a core activity for health library and knowledge workers, whether seeking to support health care workers in overcoming barriers to accessing drug information, exploring the potential of text mining in developing search filters, translating search filters for use on alternative databases, or the importance of updating search filters to ensure their ongoing utility.