The Influence of Dressing and Bargaining Strategies on Sales Outcomes

Thèse de Bachelor , 2007 , 72 Pages

Psychologie - Psychosociologie

Every potential buyer wants to maximize his or her satisfaction at the possible minimal cost and therefore would be happy to know what factors would help him or her achieve that. The seller on the other wants profit maximization and would as a result take advantage of available factors that would enable him achieve that end.
The seller is interested at getting the buyer pay at the most favourable price offer. It is against this background that this research is considering a factor which the author feels has strong influence on sales; the mode of dressing of the buyer.
This research work is aimed at investigating dressing as a strategy of bargaining as it influences sales, so the buyer will be informed on how to use this factor to his or her advantages.

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.

• Cours: Psychology
• Auteur: Eineje Olonta Agebe (Auteur)
• Année de publication: 2007
• Pages: 72
• N° de catalogue: V211029
• ISBN (ebook): 9783656390817
• ISBN (Livre): 9783656391678
• Langue: anglais
• mots-clé: 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