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

Research output: Contribution to journalArticle

7 Citations (Scopus)

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.
LanguageEnglish
Pages1207-1214
Number of pages8
JournalCurrent Issues in Tourism
Volume21
Issue number11
Early online date2 Nov 2017
DOIs
Publication statusE-pub ahead of print - 2 Nov 2017

Fingerprint

bargaining
tourism development
Iran
tourist
Tourism
exchange theory
Word-of-mouth
Tourists
Tourism development
Discount
effect
policy
Social exchange theory
Propensity
Politicians

Keywords

  • bargaining
  • negotiation
  • satisfaction
  • word-of-mouth
  • social exchange theory

Cite this

Thompson, Jamie ; Baxter, Ian W. F. ; Curran, Ross ; Gannon, Martin Joseph ; Lochrie, Sean ; Taheri, Babak ; Yalinay, Ozge. / Negotiation, bargaining, and discounts : generating WoM and local tourism development at the Tabriz bazaar, Iran. In: Current Issues in Tourism. 2017 ; Vol. 21, No. 11. pp. 1207-1214.
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Negotiation, bargaining, and discounts : generating WoM and local tourism development at the Tabriz bazaar, Iran. / Thompson, Jamie; Baxter, Ian W. F.; Curran, Ross; Gannon, Martin Joseph; Lochrie, Sean; Taheri, Babak; Yalinay, Ozge.

In: Current Issues in Tourism, Vol. 21, No. 11, 02.11.2017, p. 1207-1214.

Research output: Contribution to journalArticle

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