Structural Differences in Electronically Mediated Ultimatum Negotiations : How Negotiation Role and Awareness of Alternatives Influence Customer Outcomes
Bargaining activities now often take place electronically. Many travel-related exchanges occur through discount intermediaries such as Priceline and Hotwire, who offer customers opportunities to acquire travel-related items at reduced cost; in return customers give up prior knowledge regarding what hotel or airline will provide them service. We examine the bidding behavior and subjective reactions of customers who experience different intermediary structures, and different numbers of alternatives. Subjects participated in an electronic simulation to purchase a hotel room for a future trip. The task structure varied: Subjects were either in the role of offerer (providing a specific price for the hotel, which the intermediary then accepted or rejected) or acceptor (receiving a specific price for the hotel from the intermediary, which the subject then accepted or rejected). In addition, the intermediary provided them with one or three potential hotels from which to choose. Our results call into question some of the assumptions inherent in the ultimatum bargaining literature, such as the belief that participants prefer to be in the role of offerer, as in our context we find that participants prefer to be in the role of the acceptor. We discuss this and other findings related to our manipulations and to characteristics of the participants (such as self-efficacy and uncertainty avoidance)
Year of publication: |
2012
|
---|---|
Authors: | Conlon, Donald E. ; Tinsley, Catherine H. ; Humphrey, Stephen E. ; Ellis, Aleksander |
Publisher: |
[S.l.] : SSRN |
Saved in:
freely available
Extent: | 1 Online-Ressource (11 p) |
---|---|
Type of publication: | Book / Working Paper |
Language: | English |
Notes: | Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments 2005 erstellt |
Other identifiers: | 10.2139/ssrn.726181 [DOI] |
Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014064812
Saved in favorites
Similar items by person
-
Improving Customer Reactions to Brokered Ultimatums : An Application of Justice Theory
Ellis, Aleksander, (2012)
-
Customer Reactions to Brokered Ultimatums : Integrating Negotiation and Justice Theory
Humphrey, Stephen E., (2012)
-
Conlon, Donald E., (2012)
- More ...