Effect of Delay on Perceptions of Bargaining Outcomes: Moderating Role of Persuasion Knowledge

Shweta Oza, University of Miami
Joydeep Srivastava, University of Maryland
This research examines the influence of time taken by a bargaining opponent to respond to an offer on bargainers’ perceptions of their own bargaining outcomes. Extending previous research in several important ways, we propose and test a conceptualization where inferences of opponent’s reservation price lie at the core of the underlying explanation. We provide additional insight into the underlying process by showing that delay influences perceptions of bargaining outcomes only when it is related to the bargaining. Second, we identify and test the role of persuasion knowledge as a moderator on the influence of response time on perceptions of bargaining outcomes. Results of two studies show that activation of persuasion knowledge attenuates the influence of response time on perceptions of bargaining outcomes.
[ to cite ]:
Shweta Oza and Joydeep Srivastava (2008) ,"Effect of Delay on Perceptions of Bargaining Outcomes: Moderating Role of Persuasion Knowledge", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 799-801.