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

8 Citations (Scopus)
31 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 languageEnglish
Pages (from-to)1207-1214
Number of pages8
JournalCurrent Issues in Tourism
Volume21
Issue number11
Early online date2 Nov 2017
DOIs
Publication statusPublished - 2018

Fingerprint Dive into the research topics of 'Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran'. Together they form a unique fingerprint.

  • Cite this

    Thompson, J., Baxter, I. W. F., Curran, R., Gannon, M. J., Lochrie, S., Taheri, B., & Yalinay, O. (2018). Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran. Current Issues in Tourism, 21(11), 1207-1214. https://doi.org/10.1080/13683500.2017.1396294