The Influence of Dressing and Bargaining Strategies on Sales Outcomes

Bachelorarbeit, 2007
72 Seiten

Leseprobe

Inhaltsverzeichnis (Table of Contents)

CHAPTER ONE

1.1. INTRODUCTION

Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)

This research investigates the impact of a buyer's mode of dressing on bargaining strategies and sales outcomes. The author aims to inform buyers on how to leverage dressing as a tool to maximize their advantage during negotiations.

The influence of dressing on perception and social stereotypes
The role of stereotypes in bargaining and pricing
The impact of dressing on buyer-seller interactions
The distinction between distributive and integrative bargaining strategies
The relationship between dressing and buyer's perceived purchasing power

Zusammenfassung der Kapitel (Chapter Summaries)

CHAPTER ONE: This chapter introduces the research topic and its relevance. It discusses the dynamics of buyer-seller interactions, highlighting the potential influence of dressing on bargaining outcomes. The chapter explores the concepts of stereotypes and their impact on social perceptions. It also examines the different types of bargaining strategies, particularly distributive and integrative bargaining, and their implications for achieving favorable outcomes in sales transactions.

Schlüsselwörter (Keywords)

This research focuses on the interplay of dressing, stereotypes, and bargaining strategies in sales transactions. Key concepts explored include distributive and integrative bargaining, impression formation, social perception, and the impact of dressing on perceived purchasing power.

Frequently Asked Questions

How does a buyer's dressing influence sales outcomes?

The research suggests that the mode of dressing affects the seller's perception of the buyer's purchasing power and social status, which can influence the final price offered.

What is the difference between distributive and integrative bargaining?

Distributive bargaining is a "win-lose" approach focused on dividing a fixed pie (like price haggling), while integrative bargaining seeks "win-win" solutions by expanding the value.

Why do stereotypes matter in bargaining?

Sellers often use social stereotypes based on appearance to make quick judgments about how much a buyer is willing or able to pay.

Can dressing be used as a deliberate bargaining strategy?

Yes, the research aims to inform buyers on how to use their appearance to manage impressions and gain a more favorable position during negotiations.

What is "impression formation" in a sales context?

It is the process by which a seller develops a mental image of the buyer's characteristics and intentions based on initial cues like clothing and behavior.

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Details

Titel: The Influence of Dressing and Bargaining Strategies on Sales Outcomes
Veranstaltung: Psychology
Autor: Eineje Olonta Agebe (Autor:in)
Erscheinungsjahr: 2007
Seiten: 72
Katalognummer: V211029
ISBN (eBook): 9783656390817
ISBN (Buch): 9783656391678
Dateigröße: 591 KB
Sprache: Englisch
Schlagworte: Dressing Bargaining Strategies Sales Market value Well dressed buying and selling open market system closed market system profit maximization purchasing power discrimination stereotypes franzol hornby Mckenzie negotiation intergrative bargaining win-win situation first impression Adamski affect control theory information pick-up theory perception Howard learning model Abraham Maslow Pricing Strategy Potential buyers Muzafir's Comformity studies Autokinetic Asch Rosenham Bargaining in Nigeria
Produktsicherheit: GRIN Publishing GmbH
Preis (Ebook): US$ 31,99
Preis (Book): US$ 45,99

Arbeit zitieren: Eineje Olonta Agebe (Autor:in), 2007, The Influence of Dressing and Bargaining Strategies on Sales Outcomes, München, Page::Imprint:: GRINVerlagOHG, https://www.diplomarbeiten24.de/document/211029