Does Silence Matter? : Effect of Time Taken to Respond on Bargaining Outcomes & Evaluations
This paper reports two studies that examine the effect of time taken by an opponent to respond to an offer on bargaining evaluations. Study 1 finds that bargaining evaluations were higher when an offer was accepted (rejected) after a delay (immediately) than when it was accepted immediately (rejected after a delay). Study 2 shows that bargaining opponent’s role moderates the influence of response time. Together the research suggests that negotiator interaction process factors that emerge from the bargaining environment, such as the time taken by an opponent to respond to an offer, are interpreted with respect to contextual factors such as bargaining opponent’s role.
Shweta Oza and Joydeep Srivastava (2007) ,"Does Silence Matter? : Effect of Time Taken to Respond on Bargaining Outcomes & Evaluations", in NA - Advances in Consumer Research Volume 34, eds. Gavan Fitzsimons and Vicki Morwitz, Duluth, MN : Association for Consumer Research, Pages: 573-574.
Shweta Oza, University of Maryland
Joydeep Srivastava, Univeristy of Maryland
NA - Advances in Consumer Research Volume 34 | 2007
Q7. Desire in Performed Consumption: Examining the Case of Korean Beauty Vlogging
Marie-Eve Jodoin, HEC Montreal, Canada
Marie-Agnès Parmentier, HEC Montreal, Canada
O11. Have Less, Compromise Less: How the perception of resource scarcity influences compromise decisions
Kate Kooi, University of Miami, USA
Caglar Irmak, University of Miami, USA
Seeing Brands Through Rose-Colored Lenses: When Fear of Being Taken Advantage Of Leads to Increased Trust
Steven Shepherd, Oklahoma State University, USA
Gavan Fitzsimons, Duke University, USA