Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran

Jamie Thompson; Ian W. F. Baxter; Ross Curran; Martin Joseph Gannon; Sean Lochrie; Babak Taheri; Ozge Yalinay

doi:10.1080/13683500.2017.1396294

Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran

Jamie Thompson, Ian W. F. Baxter, Ross Curran, Martin Joseph Gannon, Sean Lochrie, Babak Taheri, Ozge Yalinay

Hunter Centre For Entrepreneurship, Strategy And Innovation

Research output: Contribution to journal › Article › peer-review

20 Citations (Scopus)

27 Downloads (Pure)

Abstract

This paper examines the effects of negotiation intention, bargaining propensity, and discount satisfaction on word-of-mouth (WoM) behaviours for tourists visiting Tabriz bazaar, Iran. Data from 615-survey respondents highlight that tourists are motivated to conduct WoM behaviour when they are experientially satisfied with the opportunity to negotiate and bargain, and when they are satisfied with the discount they receive. This paper makes theoretical contributions to social exchange theory and presents managerial implications for policy-makers to generate tourism development.

Original language	English
Pages (from-to)	1207-1214
Number of pages	8
Journal	Current Issues in Tourism
Volume	21
Issue number	11
Early online date	2 Nov 2017
DOIs	https://doi.org/10.1080/13683500.2017.1396294
Publication status	E-pub ahead of print - 2 Nov 2017

Keywords

bargaining
negotiation
satisfaction
word-of-mouth
social exchange theory

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10.1080/13683500.2017.1396294

Thompson-etal-CIT2017-Negotiation-bargaining-and-discounts-generating-WoMAccepted author manuscript, 424 KB

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title = "Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran",

abstract = "This paper examines the effects of negotiation intention, bargaining propensity, and discount satisfaction on word-of-mouth (WoM) behaviours for tourists visiting Tabriz bazaar, Iran. Data from 615-survey respondents highlight that tourists are motivated to conduct WoM behaviour when they are experientially satisfied with the opportunity to negotiate and bargain, and when they are satisfied with the discount they receive. This paper makes theoretical contributions to social exchange theory and presents managerial implications for policy-makers to generate tourism development.",

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AU - Lochrie, Sean

AU - Taheri, Babak

AU - Yalinay, Ozge

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Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran

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Keywords

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