L10. How Physical Distance and Power Distance Belief Affect Salesperson Evaluations and Purchase Intentions
Consumers with lower (vs. higher) PDB report lower evaluations of the salesperson who stays physically close to (vs. far from) them, and subsequently have lower purchase intentions in the shopping context. This is because lower PDB consumers are more likely to infer disrespect from the physical closeness of the salesperson.
Chia-Wei Joy Lin, Saerom Lee, and Bingxuan Guo (2018) ,"L10. How Physical Distance and Power Distance Belief Affect Salesperson Evaluations and Purchase Intentions", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 917-917.
Chia-Wei Joy Lin, University of Tennessee at Chattanooga
Saerom Lee, University of Texas at San Antonio, USA
Bingxuan Guo, University of Texas at San Antonio, USA
NA - Advances in Consumer Research Volume 46 | 2018
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