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This paper aims to explore salesperson–customer interactions to identify actual behaviors that result in enhanced customer disclosure and classify them as disclosure tactics, and to explore whether certain tactics are more likely to lead to salesperson–customer relationship advancement.

This qualitative research uses conversation analysis to identify salesperson disclosure tactics that result in customer disclosure, using 12 video-recordings of authentic business-to-business initial sales meetings between a salesperson and customer.

Findings showed four disclosure tactics that salespeople use to get customers to disclose information: embedded expertise claims, tailored references, demonstrations of preparation and customer orientation and benevolence. These tactics appear more often and are executed differently in sales meetings that successfully advance.

The research addresses an unexplored area of specific salesperson behaviors and their connection to customer disclosure and relationship advancement in the exploration phase. Additionally, this fills a gap that cannot be addressed with traditional survey or interview data and brings conversation analysis to this particular area.

The purpose of this study is to provide information on how citizens in nine countries across Europe perceive egg product quality and the importance of a product's sustainability attributes (animal welfare, country of origin and production method) in egg purchases.

The data were gathered in 2021 via an online survey in nine European countries (Finland, the United Kingdom, France, Italy, Belgium, Germany, the Netherlands, Romania and Denmark). A total of 3,601 responses were collected. As methods of analysis, exploratory factor analysis (EFA), independent samples t-test, paired samples t-test and one-way analysis of variance (ANOVA) were conducted when investigating the quality dimensions of egg products and the differences amongst the sociodemographic groups.

Citizens in European countries considered animal welfare aspects, production method and country of origin important when purchasing egg products. Citizens' perceived quality of egg products was related to two dimensions (i.e. product properties and responsible production), and there were differences in perceptions by sociodemographic groups (i.e. age, gender, education and country of residence). Responsible production was most valued by younger women with higher education. Also in the Netherlands and Romania, citizens had stronger preferences for product properties compared to responsible production, whilst in Germany, responsible production was appreciated more than product properties.

The study provides new information on citizens' perceived egg product quality and the role of a product's sustainability attributes in egg purchases. Furthermore, the results bring novel insights on the differences in perceptions amongst citizens living in nine European countries.