The effects of bargainable attributes and attribute range knowledge on consumer choice processes

Article Abstract:

The bargaining purchase process is viewed as a multiattribute, multialternative choice in which the attribute values are subject to change. Bargaining is studied empirically by directly comparing information search strategies for purchase tasks that do and do not include a bargaining component. Knowledge of attribute value ranges is manipulated to examine its effects on bargaining and non-bargaining purchase tasks. The results provide evidence that buyers reduce information search when they have the option of bargaining. Furthermore, knowledge of attribute value ranges appears to increase the degree to which buyers replace information search with bargaining. (Reprinted by permission of the publisher.)

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The critical imagination: emancipatory interests in consumer research

Article Abstract:

Critical theory, as applied to consumer research, involves the understanding of consumer behavior as it relates to potentially constraining social conditions. Implementation of critical research presents a number of problems, including the amount of time it requires, and the difficult transition from abstract theory to complete social change. Critical research, however, differs from other approaches in that it challenges researchers to think of new forms of rational social organization, to conceive of life without constraints on human freedom and potential, and to create a society reflective of this image.

Methods, Analysis, Sociological research, Critical theory

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Influences on exchange processes: buyers' preconceptions of a seller's trustworthiness and bargaining toughness

Article Abstract:

It is claimed by theories of exchange that trust favorably influences dyadic interactions, with the idea of trust playing an important role in the success of a seller's tough bargaining strategy examined here. An experiment is performed in which the preconceptions of buyers and sellers about the seller's trustworthiness and bargaining toughness are manipulated. It is shown that the expected trustworthiness and toughness of a seller in bargaining resulted in higher levels of buyer-seller cooperation and agreement, as well as a higher level of buyer concessions.

Social aspects, Purchasing, Interpersonal communication, Selling, Consumers

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