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Effects of bargaining strategies and mode of dressing on bargaining outcomes in open markets : a natural field experiment approach

Author: Shyngle Kolawole Balogun
Publisher: London : SAGE Publications Ltd, 2018.
Series: SAGE Research Methods., Cases.
Edition/Format:   eBook : Document : English
Summary:
As a result of concern over the possible generalizability of bargaining outcomes generated in the laboratory experiments using games, the present study manipulated bargaining strategy and mode of dressing on bargaining outcomes in open market, which is a real-life environment. Using 400 trained buyers adopting either of two bargaining strategies (hard vs soft) and/or mode of dressing (formal vs informal) who visited  Read more...
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Details

Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Shyngle Kolawole Balogun
ISBN: 9781526445537 1526445530
OCLC Number: 1023831113
Description: 1 online resource : illustrations.
Series Title: SAGE Research Methods., Cases.
Responsibility: Shyngle Kolawole Balogun.

Abstract:

As a result of concern over the possible generalizability of bargaining outcomes generated in the laboratory experiments using games, the present study manipulated bargaining strategy and mode of dressing on bargaining outcomes in open market, which is a real-life environment. Using 400 trained buyers adopting either of two bargaining strategies (hard vs soft) and/or mode of dressing (formal vs informal) who visited sellers in the open market (real-life situation) it was discovered that both bargaining strategy and mode of dressing had significant effects on bargaining outcomes. There were also significant interaction effects between the two variables on bargaining outcomes. The results demonstrated the effectiveness of a well-planned field experiment to replicate some of the findings in the laboratory.

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