Selling in an asymmetric retail world: perspectives from India, Russia, and the US on buyer–seller information differential, perceived adaptive selling, and purchase intention. Issue 4 (1st October 2016)

• Record Type: Journal Article
• Authors: Rippé, Cindy B.; Weisfeld-Spolter, Suri; Dubinsky, Alan J.; Arndt, Aaron D.; Thakkar, Maneesh
• Is Part Of: Journal of personal selling & sales management. Volume 36:Issue 4(2016)
• Page Start: 344
• Page End: 362
• Publication Date: 2016-10-01
• Subjects: perceived adaptive selling -- buyer–seller information differential -- emerging economies -- developed economies India -- Russia -- the US -- purchase intention -- retail sales; Selling -- Periodicals; Sales management -- Periodicals; 658.81
• DOI: 10.1080/08853134.2016.1215923
• Languages: English
• ISSNs: 0885-3134

Abstract

Abstract : 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.