Paul Harrison (firstname.lastname@example.org) is Senior Lecturer at Deakin University. Marta Massi (email@example.com) is a doctoral student at Carleton University and a research associate at Deakin University. Kathryn Chalmers (firstname.lastname@example.org) is a research associate at Deakin University.
Beyond Door-to-Door: The Implications of Invited In-Home Selling
Article first published online: 29 JAN 2014
Copyright 2014 by The American Council on Consumer Interests
Journal of Consumer Affairs
Special Issue: The New Era in Consumer Protection Regulation
Volume 48, Issue 1, pages 195–221, Spring 2014
How to Cite
HARRISON, P., MASSI, M. and CHALMERS, K. (2014), Beyond Door-to-Door: The Implications of Invited In-Home Selling. Journal of Consumer Affairs, 48: 195–221. doi: 10.1111/joca.12027
- Issue published online: 27 MAR 2014
- Article first published online: 29 JAN 2014
- Manuscript Accepted: 26 SEP 2013
- Manuscript Revised: 10 SEP 2013
- Manuscript Received: 11 FEB 2013
Over the past 20 years, consumer groups and policymakers have expressed concerns about the high-pressure selling techniques used during in-home selling, often highlighting the distinction between typical door-to-door selling, and the type of selling that occurs when a salesperson is “invited” through a previous interaction to undertake a sales process in the consumer's home. This article explores these high-pressure selling techniques in the context of the invited in-home selling (IIHS) of educational software and the consequences in terms of consumer vulnerability and consumer protection policy. We conclude by drawing upon earlier discourse in this field to argue that policy-makers, consumer advocates and businesses consider a holistic, multi-dimensional contextualization of consumer vulnerability as a means to consider consumer protection in this, and other contexts.