Bargaining in distribution channels

Kenneth J. Roering

Research output: Contribution to journalArticlepeer-review

28 Scopus citations


This study empirically assesses the impact two fundamental dimensions of distribution channels have on channel member bargaining behavior, namely, (1) the expected duration of the channel bargaining relationship and (2) the channel member dependence on the bargaining. The following findings were observed from a laboratory study using 160 business students: low dependence produced fewer bargaining sessions ending in agreement compared to high dependence among buyer-seller dyads. Low dependence bargainers made more extreme initial offers, conceded less, and used the pronoun we less than did high dependence bargainers. The sellers emerged better off than the buyers from the negotiations. Sellers achieved this advantage by making more extreme initial offers than buyers, conceding more than buyers, but emerging with the better deal.

Original languageEnglish (US)
Pages (from-to)15-26
Number of pages12
JournalJournal of Business Research
Issue number1
StatePublished - Mar 1977
Externally publishedYes


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