Salesperson preference among Hispanic and Asian immigrants
Article publication date: 28 October 2011
The purpose of this paper is to examine differences between Hispanic and Asian immigrants and their preferences in the appearance of and interaction with salespeople.
A total of 171 female Hispanic and 153 Asian female retail consumers in a midwestern city, who immigrated to the USA, were surveyed. Salesperson‐customer interaction and preference for salespeople with a similar ethnic appearance were assessed.
Findings from F‐tests indicated that in this study Asians have a significantly greater preference for a salesperson similar in appearance to themselves and Hispanics have significantly greater preference for salespeople who offer attentive service.
Retailers will benefit by understanding and capitalizing on differences which will encourage customer loyalty to their retail stores.
Extending the observable characteristics facet of the buyer‐seller similarity model, the research results suggest that buyers from different ethnic groups will assess salesperson characteristics differently.
Eunjung Kwak, L. and Sojka, J.Z. (2011), "Salesperson preference among Hispanic and Asian immigrants", American Journal of Business, Vol. 26 No. 2, pp. 118-128. https://doi.org/10.1108/19355181111174507
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