TY - JOUR
T1 - Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran
AU - Thompson, James
AU - Baxter, Ian Winston Frederick
AU - Curran, Ross
AU - Gannon, Martin Joseph
AU - Lochrie, Sean
AU - Taheri, Babak
AU - Yalinay, Ozge
PY - 2018/7/24
Y1 - 2018/7/24
N2 - 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.
AB - 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.
UR - https://www.scopus.com/pages/publications/85032812229
U2 - 10.1080/13683500.2017.1396294
DO - 10.1080/13683500.2017.1396294
M3 - Article
SN - 1368-3500
VL - 21
SP - 1207
EP - 1214
JO - Current Issues in Tourism
JF - Current Issues in Tourism
IS - 11
ER -