HCBE Faculty Articles

Title

Selling in an Asymmetric Retail World: Perspectives from India, Russia, and the U.S. on Buyer-Seller Information Differential, Perceived Adaptive Selling, and Purchase Intention

Document Type

Article

Date

2016

Publication Title

Journal of Personal Selling and Sales Management

ISSN or ISBN

0885-3134

Volume

36

Issue

4

First Page

344

Last Page

362

Description

The current research aimed to contribute to our understanding of (a) how adaptive selling is perceived by retail consumers in different types of economies when they have differing levels of buyer–seller information differential and (b) how this phenomenon influences their purchase intention. The focal countries were the US (a developed economy) and India and Russia (both developing economies). These three were selected owing to their disparate economic and cultural contexts. This investigation used a relatively new construct: perceived adaptive selling (PAS). PAS refers to the degree to which the buyer perceives that the salesperson is adapting. The study examined whether the impact of PAS was a function of a country’s level of development and whether such perceptions were influenced by the level of buyer–seller information differential in the retail transaction. The findings suggested that buyers in Russia and India PAS and were influenced by it differently from their US counterparts. This work provided a general framework for understanding tactical implementation of the salesperson’s PAS behavior.

DOI

10.1080/08853134.2016.1215923

This document is currently not available here.

Peer Reviewed

Find in your library

Share

COinS