Effect of response time on perceptions of bargaining outcomes

Joydeep Srivastava, Shweta Oza

Research output: Contribution to journalArticle

13 Scopus citations

Abstract

This research reports three studies that examine how cues which emerge from the bargaining environment, such as the time taken by an opponent to respond to an offer, influence perceptions of bargaining outcomes. Study 1 finds that bargainers were more satisfied with outcomes when an offer was accepted after a delay than when accepted immediately. Study 2 shows that inferences of the level of conflict within the opponent underlie the effect of response time on perceptions of bargaining outcomes. Study 3 shows that the presence of an objective (or diagnostic) referent moderates the influence of response time.

Original languageEnglish (US)
Pages (from-to)266-272
Number of pages7
JournalJournal of Consumer Research
Volume33
Issue number2
DOIs
StatePublished - Sep 2006

ASJC Scopus subject areas

  • Business and International Management
  • Anthropology
  • Arts and Humanities (miscellaneous)
  • Economics and Econometrics
  • Marketing

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