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

Angelmar, Reinhard; Stern, Louis W.

doi:10.2307/3150404

Cited by 80 publications

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“…Although there is not perfect correspondence between this system and the earlier system by Angelmar and Stern (1978), even a cursory examination reveals a great deal of overlap and similarity.…”

Section: Variations Of the Bonoma And Rosenberg Systemmentioning

confidence: 99%

“…The Angelmar and Stern (1978) and the Galinat and Muller (1988) variations are the only known replications of the original Bonoma and Rosenberg system. The set of categories by Weingart et al (1993;Weingart et al, in press;Weingart et aI., 1990), although not in existence long enough to be adequately judged as to its degree of consistency across research projects, shows promise in its regularity of appearance in the current literature.…”

Section: Evaluating Existing Systemsmentioning

confidence: 99%

“…Upon extending the Bonoma and Rosenberg system to negotiation, Angelmar and Stern (1978) constructed the following set of categories: promises, threats, warnings, recommendations, rewards, punishments, positive and negative normative appeals, commitments, self-disclosures, questions, and commands. These authors drew parallels between elements of their system and the conceptual model of negotiation behavior by Walton and McKersie (1965), thus attempting to establish the system's theoretical relevance.…”

Section: Variations Of the Bonoma And Rosenberg Systemmentioning

confidence: 99%

“…Although their original system was designed to reflect any form of social interaction, it was derived from a theoretical orientation assuming that social interaction always takes place under conditions ofconflict. Thus, it has been adapted by others as a scheme for investigating communication patterns in bargaining situations.Upon extending the Bonoma and Rosenberg system to negotiation, Angelmar and Stern (1978) constructed the following set of categories: promises, threats, warnings, recommendations, rewards, punishments, positive and negative normative appeals, commitments, self-disclosures, questions, and commands. These authors drew parallels between elements of their system and the conceptual model of negotiation behavior by Walton and McKersie (1965), thus attempting to establish the system's theoretical relevance.…”

mentioning

confidence: 99%

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Content analysis in negotiation research: A review and guide

Harris

1996

Behavior Research Methods, Instruments, & Computers

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Content analysis, a technique in which inferences are derived from the communication of interacting parties, is not utilized enough in mainstream negotiation research. The purpose of the present article is to outline the benefits and limitations inherent in the content analysis technique, to provide a comprehensive review of content analysis systems that have been used in the past, and to evaluate the existing systems in an effort to guide readers in the decision process. This article aids the potential consumer-any person considering the use of content analysis in negotiation research-in making informed choices regarding this technique. Choice among existing systems should be based upon one's research question and upon accepted standards of quality.A system that is relatively comprehensive, well grounded in theory, and demonstrates acceptable levels of reliability is advocated. Specific recommendations regarding quality systems are provided.Negotiation is pervasive in nearly all forms of human social interaction. Whenever the desires of two or more people are perceived to be mutually exclusive and the players involved choose to develop an agreement to satisfy their needs, a form of negotiation is at work. Negotiation can be applied to all levels ofsocial conflict, ranging from a quarrel between friends or family members to full-scale warfare between nations. As a result, social scientists have long been interested in the processes and outcomes associated with negotiation.Performance is a major issue for much of the negotiation literature. Optimal performance, in the form of an agreement that objectively maximizes the interests of all parties involved, is regarded as highly desirable. As such, most of the investigation to date has focused upon two forms of dependent measures: economic measures and social-psychological measures (Thompson, 1990). Economic measures focus solely upon outcomes of a negotiation. They do not take into consideration the process by which those outcomes are achieved, and a standard of optimal performance is often used as a comparison by which to judge the effectiveness of a negotiation. Socialpsychological measures focus on both the process and the outcome of negotiation. They are usually in the form of a set of ratings of the outcome, of one's opponent, and of oneself (Thompson & Hastie, 1990). Social-psychological This material is based upon work supported by a faculty research grant from the University Research Council at Western Illinois University. The helpful comments from class members of the graduate seminar on conflict resolution held at Western Illinois University-Ronelle Allen, Bobby Bailey,Joan Holgate, Eboni House, and Alan Rhea-are gratefully acknowledged. The author also thanks Nimet Beriker, Laurie Weingart, and an anonymous reviewer for their suggestions, which resulted in a much improved manuscript. Correspondence should be sent to K. L. Harris, Department of Psychology, Western Illinois University, Macomb, IL 61455 (e-mail: karen_harris@ccmail.wiu.edu). measures r...

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Section: Variations Of the Bonoma And Rosenberg Systemmentioning

confidence: 99%

Section: Evaluating Existing Systemsmentioning

confidence: 99%

Section: Variations Of the Bonoma And Rosenberg Systemmentioning

confidence: 99%

mentioning

confidence: 99%

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Content analysis in negotiation research: A review and guide

Harris

1996

Behavior Research Methods, Instruments, & Computers

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“…Of several category schemes describing interpersonal selling processes, the coding scheme originally defined by Bales (1950) has been frequently applied to interaction which can be viewed as a form of problem-solving (Angelmar and Stern, 1978).…”

Section: Consultative Sellingmentioning

confidence: 99%

Consultative selling in financial services: an observational study of the mortgage mediation process

Verhallen

Greve

Frambach³

1997

International Journal of Bank Marketing

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Consultative selling in financial servicesVerhallen, T.M.M.; Greve, H.J.M.; Frambach, R.T. General rightsCopyright and moral rights for the publications made accessible in the public portal are retained by the authors and/or other copyright owners and it is a condition of accessing publications that users recognise and abide by the legal requirements associated with these rights.-Users may download and print one copy of any publication from the public portal for the purpose of private study or research -You may not further distribute the material or use it for any profit-making activity or commercial gain -You may freely distribute the URL identifying the publication in the public portal Take down policyIf you believe that this document breaches copyright, please contact us providing details, and we will remove access to the work immediately and investigate your claim. ABSTRACTThe literature on personal selling and advising on services stresses the importance of analyzing the actual client-advisor interaction process. In this study this process of interaction is explored in a mortgage setting. In total, 42 conversations between advisors and 26 clients were observed. The exact content and characteristics of interactions were recorded and coded using a category system based on consultative selling. The coding system was derived from research and theory on a problem solving approach to personal selling. The results show vast differences between advisors * Theo M.M. Verhallen is professor of marketing and marketing research at

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The influence of cardinal‐, central‐, and surface‐level personality traits on consumers' bargaining and complaint intentions

Harris

Mowen

2001

Psychology and Marketing

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This study investigates the possibility that a limited set of basic personality traits may underlie dispositions to bargain and to complain. A hierarchical model of personality was employed to investigate the relationship between cardinal-, central-, and surfacelevel traits and their influence on behavioral intentions. A sample of adult respondents was randomly split into two groups and multiplegroup structural-equation modeling techniques were employed. The analysis revealed that the hierarchical model fit the data from both samples well and that substantial variance in the endogenous constructs was explained. Managerial implications of understanding the traits associated with bargaining and complaining are discussed.

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

Cited by 80 publications

References 0 publications

Content analysis in negotiation research: A review and guide

Content analysis in negotiation research: A review and guide

Consultative selling in financial services: an observational study of the mortgage mediation process

The influence of cardinal‐, central‐, and surface‐level personality traits on consumers' bargaining and complaint intentions

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