Framgångsrik Merförsäljning

Sammanfattning: A lot of previous research have focused on how to use different up-selling methods to get customers to buy another product at the checkout in a physical store, but studies on check out online are scarce. This paper aims to evaluate which one out of four up-selling methods, that you can find in an online stores checkout page, that is the most effective and best to use. We study a fictional webstore with the up-selling methods; selected favourites, matching products, products that someone else has already bought and sales products. One quantitative study were conducted with 201 respondents. The results indicate that the up-selling method "matching products" is the most effective method to use and that the least effective method is to use sales products at the checkout line.