Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness
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ID: 295404
1985
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Abstract
Exchange theories posit that trust has an important and favorable influence on dyadic interactions. This paper examines the notion that trust plays a key role in making a seller's tough bargaining strategy successful. In a bargaining experiment, we manipulated subjects' preconceptions about a seller's trustworthiness and bargaining toughness. As hypothesized, a seller's expected trustworthiness-plus-toughness in bargaining led to higher levels of buyer-seller cooperation and agreement and a higher level of buyer concessions.
| Reference Key |
openalex_W2020976086
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|---|---|
| Authors | Paul H. Schurr, Julie L. Ozanne |
| Journal | journal of consumer research |
| Year | 1985 |
| DOI |
10.1086/209028
|
| URL | |
| Keywords | Keywords not found |
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