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Phone: (843) 722-7550
West Ashley Library
9 a.m. – 7 p.m.
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Folly Beach Library
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Edgar Allan Poe/Sullivan's Island Library
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Wando Mount Pleasant Library
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Phone: (843) 805-6888
Village Library
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Power Distance Belief and Consumer Purchase Avoidance: Exploring the Role of Cultural Factors in Retail Dynamics.
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- Author(s): Lee, Hyejin; Lalwani, Ashok K.
- Source:
Journal of Marketing Research (JMR); Apr2024, Vol. 61 Issue 2, p349-367, 19p- Subject Terms:
- Source:
- Additional Information
- Abstract: A common problem faced by contemporary retailers is consumers' tendency to avoid purchases that postpone or prevent cash flow for retailers, thus negatively affecting retailers' sales and profits. Little is known about the factors that drive consumers to avoid purchases or about marketing tactics that may reduce the tendency, especially from a cultural perspective. The authors attempt to fill this gap by exploring the role of an important cultural variable, namely, power distance belief (PDB), on consumers' tendency to avoid purchases. PDB is the extent to which people accept and endorse inequalities in society. A series of 14 studies (including 6 studies in the Web Appendix) using a variety of operationalizations of the key variables suggest that consumers high (vs. low) in PDB are less likely to avoid purchases (Studies 1a, 1b, and 1c) because they generally perceive greater constraints on their behavior (Study 2). These constraints are aversive, triggering the desire to overcome them and to have more as a compensatory mechanism, thereby reducing the tendency to avoid purchases. Accordingly, low (but not high) PDB consumers' tendency to forgo purchases is significantly decreased when they perceive greater constraints on their choices and decisions (Study 3) and when they experience a high social density (Study 4). However, high (but not low) PDB consumers' tendency to avoid purchases significantly increases when individuals perceive that constraints facilitate hierarchy (Study 5) or that constraints lead to positive outcomes (Study 6). Theoretical and managerial implications are discussed. [ABSTRACT FROM AUTHOR]
- Abstract: Copyright of Journal of Marketing Research (JMR) is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
- Abstract:
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