Seller’s information sharing strategy to counter a bid from a rival supplier: a study of negotiations in two cultures created by Abhik Roy and Michael B. Menasco

By:

Roy, Abhik [author]

Contributor(s):

Menasco, Michael B [author]

Material type: Text

TextSeries: Journal of marketing theory and practice ; Volume 23, number 4Philadelphia: Taylor and Francis, 2015Content type:

text

Media type:

unmediated

Carrier type:

volume

ISSN:

10696679

Subject(s):

Seller’s information -- Rival supplier -- Cultures

LOC classification:

HF5415 JOU

Online resources:

Click here to access online

Abstract: The experimental study tests hypotheses regarding the effect of a combination of a buyer’s bargaining advantage and an information-sharing tactic by a seller on outcomes of a price negotiation. The buyer wields another supplier’s bid price (threat). The seller shares private information about its own valuation of potential outcomes. We find a positive effect of information sharing on outcomes—but only when the seller is facing a threat. We replicate the study in China and find no effect of information sharing on negotiated outcomes. However, in both cultures, the effects of information sharing on perceived fairness and seller influence are similar.

Reviews from LibraryThing.com:

Tags from this library: No tags from this library for this title. Log in to add tags.

Average rating: 0.0 (0 votes)

Holdings
Item type	Current library	Call number	Vol info	Copy number	Status	Notes	Date due	Barcode
Journal Article	Main Library Journal Article	HF5415 JOU (Browse shelf(Opens below))	Vol. 23, no. 4 (pages 455-469)	SP24198	Not for loan	For in house use

Browsing Main Library shelves, Shelving location: Journal Article Close shelf browser (Hides shelf browser)

Previous	No cover image available	No cover image available	No cover image available	No cover image available	No cover image available	No cover image available	No cover image available	Next
Previous	HD8391 JOU The Global Union Federations and temporary labour migration in Malaysia/	HD9715.A1 CON Construction management research at the individual level of analysis: current status, gaps and future directions	HF1351 REV Why don’t foreign firms cooperate in US antidumping investigations?: An empirical analysis	HF5415 JOU Seller’s information sharing strategy to counter a bid from a rival supplier: a study of negotiations in two cultures	HF5415 JOU A cross-cultural comparison of business complaint management expectations	HF5415.1265 INT Development of an optimal solution for digital marketing variables in an online tool/	HF5415.13 JOU Understanding motives of consumers who help.	Next

The experimental study tests hypotheses regarding the effect of a combination of a buyer’s bargaining advantage and an information-sharing tactic by a seller on outcomes of a price negotiation. The buyer wields another supplier’s bid price (threat). The seller shares private information about its own valuation of potential outcomes. We find a positive effect of information sharing on outcomes—but only when the seller is facing a threat. We replicate the study in China and find no effect of information sharing on negotiated outcomes. However, in both cultures, the effects of information sharing on perceived fairness and seller influence are similar.

There are no comments on this title.

to post a comment.

here