Common Indigenous Selling Practices in Africa
| Autor: | Uchenna Uzo, Olutayo Otubanjo, Olamide Shittu, Ogechi Adeola |
|---|---|
| Rok vydání: | 2018 |
| Předmět: |
Kindness
media_common.quotation_subject 05 social sciences 0507 social and economic geography Indigenous Subject matter Trustworthiness Key informants Political science 0502 economics and business Cultural values ComputingMilieux_COMPUTERSANDSOCIETY 050211 marketing Personal selling Marketing 050703 geography media_common |
| DOI: | 10.1108/s1877-636120180000020003 |
| Popis: | Although African markets have incorporated various selling practices originating from the West, there are still some selling practices that are indigenous to the African people and are widely practised by sellers across the continent. This chapter is an attempt at documenting those indigenous practices with the aim of providing managers, educators and policymakers of the continent with a reference document on what these indigenous selling practices are, how sellers invoke them in the course of transactions and the cultural values that guide these practices. Primary data were gathered from three countries representing western, eastern and southern Africa through observations, field surveys and in-depth and key informant interviews while literature was sourced for secondary data. The chapter identified street selling, haggling and credit-based selling as the major indigenous selling practices found among sellers in Africa. The cultural values that guide selling in the continent include respect, trustworthiness and kindness. The chapter displayed a framework to explain the subject matter and made some practical suggestions that are relevant for managers, educators and policymakers. |
| Databáze: | OpenAIRE |
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