{
  "title": "Additional charges: acceptance is not enough",
  "url": "https://www.shr.swiss/blog/supplement-commercial-faire-accepter-ne-suffit-pas-en",
  "language": "en",
  "datePublished": "2025-06-30",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A client may accept an additional charge without considering it fair. Research suggests examining the motives clients attribute to the seller, not just the strength of the calculation.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Margaret C."
    },
    {
      "heading": "The comparison that gives the charge its meaning",
      "point": "Lan Xia, Kent B."
    },
    {
      "heading": "The hasty conclusion",
      "point": "One might conclude that every increase simply needs a better explanation."
    },
    {
      "heading": "What the evidence cannot promise",
      "point": "The first study uses consumer experiments; the second is a conceptual synthesis, not a trial of a sales intervention."
    },
    {
      "heading": "A practical check in Sion",
      "point": "One possible exercise in SHR — Swiss Human Resources’ « Vente à forte valeur ajoutée » programme would be to document every additional charge over a predefined period: original scope, requested change, calculation rule and date of communication before commitment."
    }
  ],
  "sources": [
    {
      "authors": "Campbell",
      "year": "1999",
      "source": "Journal of Marketing Research"
    },
    {
      "authors": "Cox",
      "year": "2004",
      "source": "Journal of Marketing"
    }
  ],
  "wordCount": 404,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Sion-supplement-commercial-faire-accepter-ne-suffit-pas-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/supplement-commercial-faire-accepter-ne-suffit-pas",
    "en": "https://www.shr.swiss/blog/supplement-commercial-faire-accepter-ne-suffit-pas-en",
    "de": "https://www.shr.swiss/blog/supplement-commercial-faire-accepter-ne-suffit-pas-de",
    "it": "https://www.shr.swiss/blog/supplement-commercial-faire-accepter-ne-suffit-pas-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-vente-forte-valeur-sion",
    "city": "https://www.shr.swiss/formations-ville/sion",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}