VomLehn2014a
| VomLehn2014a | |
|---|---|
| BibType | ARTICLE |
| Key | VomLehn2014a |
| Author(s) | Dirk vom Lehn |
| Title | Timing is money: managing the floor in sales interaction at street-market stalls |
| Editor(s) | |
| Tag(s) | EMCA, street markets, pricing, timing, sales interaction, communicative practice, focused ethnography, video |
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| Year | 2014 |
| Language | English |
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| Month | |
| Journal | Journal of Marketing Management |
| Volume | 30 |
| Number | 13-14 |
| Pages | 1448–1466 |
| URL | Link |
| DOI | 10.1080/0267257X.2014.941378 |
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Abstract
This article considers ‘pricing’, that is, offers and requests for the price of sales items, as a communicative practice deployed by vendors and customers during sales interaction on street markets. It examines the organisation of sales interaction by pursuing the question of how and when market participants, vendors and customers alike, embed offers and requests for price information within their interaction. The analysis suggests that pricing is deployed as a technique to manage the ‘floor’ and the interaction at the stall. For example, offers for items are being tailored to customers’ display of interest and commitment to particular items, and requests for price information are deployed in ways that challenge anticipated offers, that is, offers that are about to be made by a vendor. The data, field observation and video-recording have been gathered at market stalls in London and Berlin.
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