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
PY - 2018
Y1 - 2018
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.
U2 - 10.1080/13683500.2017.1396294
DO - 10.1080/13683500.2017.1396294
M3 - Article
VL - 21
SP - 1207
EP - 1214
JO - Current Issues in Tourism
JF - Current Issues in Tourism
SN - 1368-3500
IS - 11
ER -