TY - JOUR
T1 - Negotiation, bargaining, and discounts
T2 - generating WoM and local tourism development at the Tabriz bazaar, Iran
AU - Thompson, Jamie
AU - Baxter, Ian W. F.
AU - Curran, Ross
AU - Gannon, Martin Joseph
AU - Lochrie, Sean
AU - Taheri, Babak
AU - Yalinay, Ozge
N1 - This is an Accepted Manuscript of an article published by Taylor & Francis in Current Issues in Tourism on 02 Nov 2017, available online: http://www.tandfonline.com/10.1080/13683500.2017.1396294
PY - 2017/11/2
Y1 - 2017/11/2
N2 - 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.
AB - 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.
KW - bargaining
KW - negotiation
KW - satisfaction
KW - word-of-mouth
KW - social exchange theory
UR - http://www.tandfonline.com/toc/rcit20/current
U2 - 10.1080/13683500.2017.1396294
DO - 10.1080/13683500.2017.1396294
M3 - Article
SN - 1368-3500
VL - 21
SP - 1207
EP - 1214
JO - Current Issues in Tourism
JF - Current Issues in Tourism
IS - 11
ER -