Perceived Buyer Satisfaction and Selling Pressure Versus Pricing Policy: A Comparative Study of Retailers in Ten Developing Countries

Article Abstract:

The link of perceived buyer satisfaction and sales policy to pricing policy is researched as it applies to retailing in ten less developed countries (LDCs) in Asia, Africa and South America. Asia has a higher level of price bargaining than South America. Consumer satisfaction was decreased when retailers did not employ fixed-rate policies. Bargaining retailers experienced greater sales pressure. International differences are assessed. The research sample included more than fifteen hundred retail outlets. Data collection was performed by the same United States student group in all nations, in order to limit bias in collection. Thirty stores from the People's Republic of China (PRC) are included in the sample. The LDC and store type were considered as independent variables. Stores were classed dichotomously, and five point scales for buyer satisfaction and sales style are featured in the log-linear model. Tables of statistical data on LDCs, stores and pricing policies are included.

Models, Linear programming, Pricing

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Marketing Practices in Less-Developed Countries

Article Abstract:

Less developed economy is defined as a political entity, having certain social and economic characteristics. Typical representations of these include: agrarian economies, dual economies, economies with very low growth rates or low per capita income levels or high population growth, economies with low labor productivity and those with poor infrastructures and little capital. Other typical factors of such economies are poor nutrition, high infant mortality, low life expectancy and a dirth of public facilities. Frequently, less developed countries (LDC) produce raw materials and have large agricultural sectors. Methods of adapting conceptual and analytical marketing tools to LDC situations are assessed. Studies of descriptive, comparative, normative and diagnostic natures, on both macro and micro levels, are compared. Various research approach strengths and weaknesses are shown in tables. A research needs index, based on matrix organization, is an essential analytical tool.

Research, Marketing, Political activity, Economics, Developing countries, Matrices, Matrices (Mathematics)

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Special Section on Marketing Management in Less-Developed Countries: Introduction

Article Abstract:

Marketing plays a more essential role in less developed countries' (LDC's) economies than in the economies of developed nations. Marketing is the primary tool of product disposal in both domestic and international markets. Rapid changes in the socioeconomic, cultural, governmental and technological environment aggravate developmental economies' problems. This overview of marketing research perspectives on the problem includes descriptive, comparative, normative, diagnostic and analytic projects. Consumer socialization, marketing management transferability and the bargaining effects of buyer satisfaction are foremost concerns. A brief explanation of the project selection process is included.

Management, Consumption (Economics), Technological innovations, Market research, Marketing Research

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