Close the Deal Now Or Later?: the Impact of Power Distance Belief on Choice Deferral
The current research explores the link between power distance belief (PDB) – the extent to which people endorse hierarchy – and choice deferral. Results revealed that high (vs. low) PDB individuals are less likely to defer choice for products high (vs. low) in symbolism. The relationship is mediated by impression management.
Hyejin Lee and Ashok Lalwani (2017) ,"Close the Deal Now Or Later?: the Impact of Power Distance Belief on Choice Deferral ", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 734-735.
Hyejin Lee, Indiana University, USA
Ashok Lalwani, Indiana University, USA
NA - Advances in Consumer Research Volume 45 | 2017
Memory-Based Models of Predicting Inferences about Brand Quality
Yvetta Simonyan, University of Bath, UK
Dan Goldstein, Microsoft Research
Beyond Subjectivity: Competing Governance Regimes and the Socio-Material Construction of Rational Consumer Action
Lena Pellandini-Simanyi, Università della Svizzera Italiana
What Converts Webpage Visits into Crowdfunding Contributions: Assessing the Role of Circumstantial Information
Lucia Salmonson Guimarães Barros, Universidade Federal de Sao Paulo
César Zucco Jr, Brazilian School of Public and Business Administration, Brazil
Eduardo B. Andrade, FGV / EBAPE
Marcelo Salhab Brogliato, Brazilian School of Public and Business Administration, Brazil