Indian commerce operates in two distinct modes, and effective commercial behavior requires recognizing which applies. Transactional commerce involves one-time exchanges with strangers—here, vigilance is appropriate: check quality, negotiate firmly, assume the other party seeks maximum advantage. Relational commerce involves ongoing exchange within established relationships—here, trust replaces vigilance, and both parties consider long-term relationship value, not just immediate transaction. Read the signals: Are you in a traditional bazaar or modern retail?
Is this a new vendor or established relationship? Are you likely to interact again? These signals indicate appropriate behavior. Applying transactional suspicion to relational contexts insults and damages relationships.
Applying relational trust to transactional contexts invites exploitation. Skilled commercial actors switch modes fluidly, reading contexts correctly and behaving appropriately in each.
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