Effect of Response Time on Perceptions of Bargaining Outcomes

Joydeep Srivastava, University of Maryland, College Park
Shweta Oza, University of Maryland, College Park

Effect of Response Time on Perceptions of Bargaining Outcomes

 

Joydeep Srivastava, University of Maryland

Shweta S. Oza, University of Maryland

 

This research reports three studies that examine how cues which emerge from the bargaining environment, such as the time taken by an opponent to respond to an offer, influence perceptions of bargaining outcomes. Study 1 finds that bargainers were more satisfied with outcomes when an offer was accepted after a delay than when accepted immediately. Study 2 shows that inferences of the level of conflict within the opponent underlie the effect of response time on perceptions of bargaining outcomes. Study 3 shows that the presence an objective (or diagnostic) referent moderates the influence of response time.
[ to cite ]:
Joydeep Srivastava and Shweta Oza (2006) ,"Effect of Response Time on Perceptions of Bargaining Outcomes", in NA - Advances in Consumer Research Volume 33, eds. Connie Pechmann and Linda Price, Duluth, MN : Association for Consumer Research, Pages: 514-515.