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Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran

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  • Jamie Thompson
  • Ian W. F. Baxter
  • Ross Curran
  • Martin Joseph Gannon
  • Sean Lochrie
  • Babak Taheri
  • Ozge Yalinay

Abstract

This paper examines the effects of negotiation intention, bargaining propensity, and discount satisfaction on word-of-mouth (WoM) behaviours for tourists visiting Tabriz bazaar, Iran. Data from 615-survey respondents highlight that tourists are motivated to conduct WoM behaviour when they are experientially satisfied with the opportunity to negotiate and bargain, and when they are satisfied with the discount they receive. This paper makes theoretical contributions to social exchange theory and presents managerial implications for policy-makers to generate tourism development.

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  • Jamie Thompson & Ian W. F. Baxter & Ross Curran & Martin Joseph Gannon & Sean Lochrie & Babak Taheri & Ozge Yalinay, 2018. "Negotiation, bargaining, and discounts: generating WoM and local tourism development at the Tabriz bazaar, Iran," Current Issues in Tourism, Taylor & Francis Journals, vol. 21(11), pages 1207-1214, July.
    • Handle: RePEc:taf:rcitxx:v:21:y:2018:i:11:p:1207-1214
    DOI: 10.1080/13683500.2017.1396294
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    Cited by:

    1. Jinsoo Hwang & Seongseop (Sam) Kim & Insin Kim & Seulgi Park, 2023. "Factors Affecting the Memorable Experiences of Chinese Customers in Duty-Free Shopping," SAGE Open, , vol. 13(4), pages 21582440231, October.

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