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

Thompson, Jamie; Baxter, Ian W. F.; Curran, Ross; Gannon, Martin Joseph; Lochrie, Sean; Taheri, Babak; Yalinay, Ozge

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.

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

• Journal Article Type: Article
• Acceptance Date: Oct 19, 2017
• Online Publication Date: Nov 2, 2017
• Publication Date: Jul 24, 2018
• Deposit Date: Jan 17, 2019
• Publicly Available Date: May 3, 2019
• Journal: Current Issues in Tourism
• Print ISSN: 1368-3500
• Electronic ISSN: 1747-7603
• Publisher: Routledge
• Peer Reviewed: Peer Reviewed
• Volume: 21
• Issue: 11
• Pages: 1207-1214
• DOI: https://doi.org/10.1080/13683500.2017.1396294
• Keywords: bargaining, negotiation, satisfaction, word-of-mouth, social exchange theory
• Public URL: http://researchrepository.napier.ac.uk/Output/1496606
• Contract Date: Jan 18, 2019