Selling in an asymmetric retail world: perspectives from India,Russia, and the US on buyer–seller information differential,perceived adaptive selling,and purchase intention

The current research aimed to contribute to our understanding of (a) how adaptive selling is perceived by retail consumers in different types of economies when they have differing levels of buyer–seller information differential and (b) how this phenomenon influences their purchase intention. The focal countries were the US (a developed economy) and India and Russia (both developing economies). These three were selected owing to their disparate economic and cultural contexts. This investigation used a relatively new construct: perceived adaptive selling (PAS). PAS refers to the degree to which the buyer perceives that the salesperson is adapting. The study examined whether the impact of PAS was a function of a country’s level of development and whether such perceptions were influenced by the level of buyer–seller information differential in the retail transaction. The findings suggested that buyers in Russia and India PAS and were influenced by it differently from their US counterparts. This work provided a general framework for understanding tactical implementation of the salesperson’s PAS behavior.     

Expected performance at the human/computer interface as a function of user proficiency and system power

How do managers expect the proficiency of users and the power of the computers to determine overall performance? Five different models are proposed: (a) a matching model in which optimal performance is achieved when the power of the system is judged to be compatible with the proficiency of the user, (b) an averaging model in which expected performance is the average of the values of user proficiency and system power, (c) a multiplying model in which performance is the product of the values of user proficiency and system power, (d) a human/computer ratio model in which performance is determined by the ratio of system power over total effort, and (e) a computer/human ratio model in which performance is determined by the ratio of user proficiency over total effort. The applicability of these models was assessed by having managers and students of management predict performance in human/computer systems from information about the user's proficiency with computers and the power of the system. Participants rated 16 combinations of user proficiency and system power from a 4 × 4 factorial design. The pattern of ratings indicated that 51 per cent used a multiplying model and 25 percent used an averaging model; whereas, only 6 percent used the matching model and 4 percent used a ratio model. The remaining 14 percent did not follow any model clearly. Implications of these results were discussed for the design of the human/ computer interface, training and selection of users, and the cost-benefit tradeoffs for investment in user training versus equipment acquisition.     

Using the Theory of Gender and Power to Examine Experiences of Partner Violence,Sexual Negotiation,and Risk of HIV/AIDS Among Economically Disadvantaged Women in Southern India

This article uses the Theory of Gender and Power to examine women's vulnerability to HIV/AIDS in order to: understand the vulnerability of female sex workers/poor women due to poverty and lack of educational resources; explore women's vulnerability in the context of client/partner violence, alcohol use, male partner's high-risk behaviors, and women's lack of control in their intimate relationships; and explore the role of traditional heterosexual gender norms in the outcomes of sexual negotiation. Ethnographic data were collected from 32 women and 38 men in India as part of an ongoing National Institute of Mental Health study. Results highlighted women's vulnerability to HIV/AIDS stemming from partner violence, alcohol use, poverty, dangers of sex work environments, and tacit acceptance of cultural/gender norms.     

Parents’ self-efficacy and the quality of supervised driving practice they provide for their children

Learner drivers must gain supervised driving practice in a wide variety of driving situations to prepare them for independent driving. This study investigated the way that sociodemographic factors, parental self-efficacy and driving self-efficacy of parents are associated with the quality of supervised driving practice they provide to their learner driver children. An online survey was completed by 293 fully licensed parents (female = 86%) of learner (52%) and provisional (intermediate; 48%) drivers from Queensland, Australia. A variable indicating quality of supervised practice was defined based on the understanding that higher frequency and greater variety of driving situations and environments represents higher quality supervised practice. Hierarchical multiple regression was used to analyse parent responses. As predicted, driving self-efficacy was significantly and positively associated with quality of supervised practice. However, no significant association was found between parental self-efficacy and quality of supervised practice. Parent gender and perceived level of involvement were also important predictors of supervised practice quality. The association between previous experience with providing supervised practice and supervised practice quality was unclear. A key implication of this research is that devising methods to improve the driving self-efficacy of parents may contribute to provision of more frequent and varied supervised practice.