Negotiation,bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar,Iran |
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| Authors: | Jamie Thompson Ian W F Baxter Ross Curran Martin Joseph Gannon Sean Lochrie |
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| Institution: | 1. School of Social Sciences, Heriot-Watt University, Edinburgh, EH4 4AS, UK;2. Dundee Business School, Abertay University, Dundee, DD11HG, UK;3. Strathclyde Business School, University of Strathclyde, Glasgow G4 0QU, UK |
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| 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. |
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| Keywords: | bargaining negotiation satisfaction word-of-mouth social exchange theory |
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