증권 상담 직원 대화의 설득 전략과 면책 전략 연구

This article is for the study on the persuasion strategy and exemption strategy of the conversations carried out by customer's brokers. In a persuasion strategy, it is noted that a straightforward type directly recommends investment while an analytic type suggests a logical basis. In addition, it is found that a friendship type emphasizes the formation of intimacy and solidarity, while an conclusion type has a talk focused on the successful arrangement of investment In an exemption strategy, it is confirmed that an evasion type shifts responsibility to a situation or environment, while it is to postpone the realization of return to avoid complaints and disputes from customers. In addition, it was observed that a silence type practices silence while a coercion type forces the investor to accept a proposal.