Describes the Moyer model of price bargaining process with some extensions. Provides evidence supporting the model and … provides support to the theory that the channel relationships affect the bargaining interval and buying price.  …

Examines the roots of bargaining power in the nature of market structure, financial resources, sub …‐situation possibilities and the innate skills of those doing the bargaining. Looks at the effects of these in pricing strategy. Concludes that …, although highly “visible” bargaining is not the main determinant of price, but rather one of a series of factors.  …

Reports on a cross‐cultural study of retail bargaining behaviour between American and Chinese customers. The framework … of the Fishbein behavioural intention model is applied to the retail bargaining setting, and bargaining style is treated … as an action “caused” by bargaining intention, which is in turn affected by the subjective norm and bargaining attitude …

in a weak bargaining position with respect to the shrinking rain forests. An early agreement is in their interests even …

reliable pencil‐and‐paper scale assessing consumers’ propensity to employ bargaining tactics in marketing exchange situations …; and second, to investigate gender differences in consumers’ bargaining propensity. The results of the study showed that … the first research objective was successfully achieved in the form of the Bargaining Propensity Scale, and that …