To Bargain Or Not to Bargain? Determinants of Consumer Intention to Bargain in the Retail Market
This study investigates the potential determinants of consumer intention to bargain in the retail market context. The findings reveal that consumer attitude toward bargaining strongly influences their intention to engage in bargaining during a purchase. Building on information search and bargaining literature, it is found that both consumers’ bargaining attitude and intention are positively influenced by perceived overprice and budget constraint, but negatively influenced by unavailability of time. Perceived loss of face in bargaining, however, only has direct negative effect on bargaining attitude, but not on bargaining intention.
Meng-Kuan Lai and Bayu Aji Aritejo (2009) ,"To Bargain Or Not to Bargain? Determinants of Consumer Intention to Bargain in the Retail Market", in AP - Asia-Pacific Advances in Consumer Research Volume 8, eds. Sridhar Samu, Rajiv Vaidyanathan, and Dipankar Chakravarti, Duluth, MN : Association for Consumer Research, Pages: 160-161.
Meng-Kuan Lai, Business Administration Department, College of Management, National Cheng Kung University, Taiwan
Bayu Aji Aritejo, Business Administration Department, College of Management, National Cheng Kung University, Taiwan
AP - Asia-Pacific Advances in Consumer Research Volume 8 | 2009
Featured papersSee More
Can’t Take the Heat? Randomized Field Experiments in Household Electricity Consumption
Praveen Kumar Kopalle, Dartmouth College, USA
Signaling Fun: Anticipated Sharing Leads to Hedonic Choice
Nicole Kim, University of Maryland, USA
Rebecca Ratner, University of Maryland, USA
R10. Emotional-Transference or Exclusivity? an Emotional Attachment Approach to Brand Extension for Cultural and Creative Products
Wu Zhiyan, Shanghai University of International Business and Economics
Luo Jifeng, Shanghai Jiao Tong University
Liu Xin, Shanghai University of International Business and Economics