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

James Thompson, Ian Winston Frederick Baxter, Ross Curran, Martin Joseph Gannon, Sean Lochrie, Babak Taheri, Ozge Yalinay

Research output: Contribution to journalArticle

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 languageEnglish
Pages (from-to)1-8
Number of pages8
JournalCurrent Issues in Tourism
Early online date2 Nov 2017
DOIs
Publication statusE-pub ahead of print - 2 Nov 2017

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Word-of-mouth
Tourists
Discount
Tourism development
Iran
Propensity
Politicians
Social exchange theory

Cite this

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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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