haku: @indexterm BIAS / yhteensä: 138
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| Tekijä: | Kristensen, H. Garling, T. |
| Otsikko: | Anchoring Induced Biases in Consumer Price Negotiations |
| Lehti: | Journal of Consumer Policy
2000 : VOL. 23:4, p. 445-460 |
| Asiasana: | BIAS CONSUMERS PRICES NEGOTIATION |
| Kieli: | eng |
| Tiivistelmä: | Two studies were conducted with the aim of demonstrating anchoring induced biases in consumer price negotiations. In Study 1, 96 undergraduate students of business administration played the role of buyers of a condominium. They were asked to state whether their reservation price was higher or lower than an arbitrary price example (irrelevant anchor) that for different groups of subjects was either low or high. Finally, subjects indicated their reservation price In Study 2, employing 64 undergraduate students of psychology who conducted dyad negotiations about the price of condominiums, the effect of the irrelevant anchor on the initially indicated reservation price was replicated. The results also revealed effects of both irrelevant anchor and initial offer on the purchase price. |
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