Perceived buyer satisfaction and selling pressure versus pricing policy: A comparative study of retailers in ten developing countries

Abstract

Observation of retail practices in ten developing countries in Asia, Africa, and South America explored the relationship between perceived buyer satisfaction and selling pressure as they relate to pricing policy. The study found that price bargaining appears more prevalent in Asia than in South America, and buyer satisfaction was lower for retailers that bargain than for retailers using a fixed-price policy. Selling pressure was higher among retailers that bargain than retailers using a one-price-for-all policy. There were, however, several interesting intercountry differences.