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.
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openalex_W2020976086 Use this key to autocite in the manuscript while using SciMatic Manuscript Manager or Thesis Manager
Authors Paul H. Schurr, Julie L. Ozanne
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Journal journal of consumer research
Year 1985
DOI
10.1086/209028
URL
https://academic.oup.com/jcr/article-pdf/11/4/939/5053999/11-4-939.pdf
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