Research Output
Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran
  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.

  • Type:

    Article

  • Date:

    02 November 2017

  • Publication Status:

    Published

  • Publisher

    Taylor & Francis

  • DOI:

    10.1080/13683500.2017.1396294

  • Cross Ref:

    10.1080/13683500.2017.1396294

  • ISSN:

    1368-3500

  • Library of Congress:

    GV Recreation Leisure

  • Dewey Decimal Classification:

    338.4791 Tourist industry

  • Funders:

    Historic Funder (pre-Worktribe)

Citation

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

Authors

Keywords

bargaining, negotiation, satisfaction, word-of-mouth, social exchange theory

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