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 language | English |
|---|---|
| Pages (from-to) | 1207-1214 |
| Number of pages | 8 |
| Journal | Current Issues in Tourism |
| Volume | 21 |
| Issue number | 11 |
| Early online date | 2 Nov 2017 |
| DOIs | |
| Publication status | Published - 2018 |
UN SDGs
This output contributes to the following UN Sustainable Development Goals (SDGs)
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SDG 8 Decent Work and Economic Growth -
SDG 12 Responsible Consumption and Production
Keywords
- Bargaining
- Negotiation
- Satisfaction
- Word-of-mouth
- Social exchange theory
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