The POSP scale measures a consumer's perception of being pressured by a salesperson to purchase within an artificially urgent timeframe or being directed toward different or additional products than originally intended. Developed using an updated Churchill (1979) procedure, the scale emerged from qualitative exploration of retail pressure incidents and five stages of quantitative purification. Two distinct factors were identified and confirmed via CFA: Aggressive Sales Pressure, reflecting coercive or manipulative tactics that position the consumer as a persuasion sentry guarding against unwanted influence; and Directive Sales Pressure, reflecting redirection toward alternative products where the consumer may act as a goal seeker using the salesperson to find a better match. The two factors are correlated but empirically distinct, and only aggressive pressure produces significant negative effects on satisfaction and trust.
Zboja, J. J., Clark, R. A., & Haytko, D. L. (2016). An offer you can't refuse: Consumer perceptions of sales pressure. Journal of the Academy of Marketing Science, 44(6), 806-821. https://doi.org/10.1007/s11747-015-0468-z
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