Commitment to future interaction in marketing transactions

Kenneth J. Roering, E. Allen Slusher, Robert D. Schooler

Research output: Contribution to journalArticlepeer-review

11 Scopus citations

Abstract

Studied the effects of commitment to future bargaining in 40 male undergraduate dyads. Ss were randomly assigned to a 2 (bargaining or nonbargaining) * 2 (same person or different person) * 2 (seller or buyer) factorial design and participated in a simulated automobile-trading task, knowing only their own profits on which experimental compensation was based. Results indicate that commitment to future bargaining was associated with more extreme initial bids and, for dyads, less equitable bargaining outcomes. Expectation of future interaction with the same person was associated with lower minimum acceptable profits for Ss, while dyads expecting future interaction together reached more equitable bargaining outcomes. The extent and nature of anticipated future interactions influenced marketing transactions. (PsycINFO Database Record (c) 2006 APA, all rights reserved).

Original languageEnglish (US)
Pages (from-to)386-388
Number of pages3
JournalJournal of Applied Psychology
Volume60
Issue number3
DOIs
StatePublished - Jun 1 1975

Keywords

  • commitment to future bargaining, marketing transactions in dyads, male college students

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