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.



Citation:

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.

Authors

Hyejin Lee, Indiana University, USA
Ashok Lalwani, Indiana University, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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