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Home→The Westburn Dictionary of Marketing→T→trade-up

trade-up

Definition:
The practice of retail salespersons who show a medium-priced product first and then offer a better quality or larger quantity than the customer had originally intended to purchase. Sometimes referred to as ‘switch selling’. By analogy, the practice of a retail store which is changing its image during times of increasing affluence.

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© Westburn Publishers Ltd 2002, The Westburn Dictionary of Marketing edited by Michael J Baker, ISBN 978-0-946433-01-8. www.themarketingdictionary.com. Entry: [A. J. Brown and Michael J. Baker],.