How Power Distance Belief Changes the Role of Physical Distance in Consumer Evaluations of the Salesperson and Purchase Decisions

Power distance belief (PDB) moderates the effect of physical proximity of a salesperson on consumer reactions such that physical proximity negatively (positively) affects salesperson evaluations and purchase decisions by low-PDB (high-PDB) consumers. This effect is driven by perceptions of (dis)respect and further manifested in actual purchases in retail stores.



Citation:

Chia-Wei Joy Lin, Saerom Lee, and Bingxuan Guo (2019) ,"How Power Distance Belief Changes the Role of Physical Distance in Consumer Evaluations of the Salesperson and Purchase Decisions", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 743-745.

Authors

Chia-Wei Joy Lin, University of Tennessee at Chattanooga USA
Saerom Lee, University of Texas at San Antonio, USA
Bingxuan Guo, University of Texas at San Antonio, USA



Volume

NA - Advances in Consumer Research Volume 47 | 2019



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