Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing

Angelmar, Reinhard; Stern, Louis W.

doi:10.1177/002224377801500111

Cited by 90 publications

(20 citation statements)

References 26 publications

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“…In answering the needs expressed by Angelmar and Ster (1978), we advance a theoretical model of con- A variety of managerial implications can be derived from the theoretical model. Initial salesperson efforts to qualify the consumer should include attempts to identify the consumer's operative product and/or negotiation knowledge, as it is likely to have a significant impact on outcome expectations and pursuant negotiation strategies.…”

Section: Discussionmentioning

confidence: 99%

“…The antecedent condition of perceived power and transaction relationship dependency has received considerable attention in the marketing channels literature (e.g., Angelmar and Ster 1978;Gaski 1984). Whereas negotiated transactions in a channel context are likely to be characterized by a variety of perceived/actual power distributions among channel participants, the retailer in a consumer negotiation context has a significant power advantage (through superior market and competitor information and a skilled sales staff) over the consumer (Dwyer 1984)…”

Section: Specific Antecedent Conditionsmentioning

confidence: 99%

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A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective

Evans¹,

Beltramini

1987

Journal of Marketing

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JSTOR is a not-for-profit service that helps scholars, researchers, and students discover, use, and build upon a wide range of content in a trusted digital archive. We use information technology and tools to increase productivity and facilitate new forms of scholarship. For more information about JSTOR, please contact support@jstor.org.. American Marketing Association is collaborating with JSTOR to digitize, preserve and extend access to Journal of Marketing.The authors advance a theoretical model of consumer negotiated pricing, using an orientation perspective. An overview of traditional participant interchange (transaction bound) negotiation research is provided, and a theoretical framework of pretransaction conditions that contribute to orienting consumers prior to participant interchange is developed. Finally, several managerial, public policy, and research implications derived from the orientation perspective are discussed. Dwyer 1984). However, many products and services representing relatively substantial resource expenditures (e.g., homes, automobiles, and appliances) are subject to bargaining or negotiating over price and related issues (e.g., delivery, warranty, and installation). Consumers also negotiate as either buyers or sellers at garage sales and flea markets, and in a variety of other transaction contexts characterized by a give-and-take process between the two parties (Pennington 1968). THE U.S. consumer, like consumers in most postindustrial societies, shops in an environment where the majority of products and services have fixed/nonnegotiable prices (The broad area of negotiation research has consisted largely of experimental simulations investigating process and outcome variables, whereas most marketing communications research relevant to negotiated transactions has consisted of field surveys in-

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Section: Discussionmentioning

confidence: 99%

Section: Specific Antecedent Conditionsmentioning

confidence: 99%

A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective

Evans¹,

Beltramini

1987

Journal of Marketing

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“…This approach may be particularly effective for Cluster 3-the "compulsives"-who were significantly higher in materialism than all other groups. Angelmar and Stern (1978) suggested that bargaining may be the " ... central element of marketing transactions in a number of contexts" (p. 100). As described by Evans and Beltramini (1987), when pricing products such as autos, homes, and appliances, negotiations may occur.…”

Section: Future Research Issuesmentioning

confidence: 99%

The 3M Model of Motivation and Personality

Mowen

2000

253

249

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“…Bargaining Strutegus can be viewed as falling along a representational/ instrumental continuum (Angelmar and Stem, 1978).…”

Section: Process Variablesmentioning

confidence: 99%

Business Negotations:Canadians Are Not Just Like Americans

Adler

Graham

1987

Can J Adm Sci

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The determinants of business negotiations in two countries are investigated in a laboratory simulation. One hundred thirty‐eight business people from the United States and 102from Canada (50 anglophones and 52 francophonej1)participated in a two‐person, buyer‐seller negotiation simulation. The francophone Canadians'negotiation style was found to be significantly different from that of both the Americans2 and the anglophone Canadians, while Canadians may look like Americans, sound like Americans, and even act like Americans … many Canadians resent any assumption by Americans that the two societies are identical. Kenneth Freed (1986). Résumé Les facteurs déterminants de négociations commerciales dans deux pays sont étudiées lors d'une simulation en laboratoire. Cent trente‐huit gens d'affaires des Etats‐Unis et 102 provenant du Canada (50 anglophones et 52 francophones) ont participé á une simulation de négociations entre acheteur et vendeur impliquant deux personnes. Le style de négociation des Canadiens francophones s'est avéré considérablement différent de celui des Américains et des Canadiens anglophones.

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Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing

Abstract: A content analytic system focused on marketing communications can provide important insights into bargaining behavior. This article concerns testing the reliability and assessing the validity of a theoretically based communication categorization scheme.

Cited by 90 publications

References 26 publications

A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective

A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective

The 3M Model of Motivation and Personality

Business Negotations:Canadians Are Not Just Like Americans

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