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Periodical article | Leiden University catalogue | WorldCat |
Title: | Mode of dressing and economic bargaining in the traditional market |
Author: | Balogun, S.K. |
Year: | 1995 |
Periodical: | The Nigerian Journal of Economic and Social Studies |
Volume: | 37 |
Issue: | 2 |
Pages: | 89-95 |
Language: | English |
Geographic term: | Nigeria |
Subjects: | psychology trade negotiations |
Abstract: | The interactive effects of bargaining strategy and mode of dressing on the selling price in traditional markets were investigated in the light of psychosocial processes of perception. Four hundred male and female buyers - sophomore psychology students at the University of Ibadan - participated in the study, visiting different market stalls in Ibadan metropolis, one of the largest cities in Nigeria. The variables were combined in a two-by-two factorial design. The buyers were instructed to adopt a tough or a soft bargaining strategy and to dress formally or informally. It was found that bargaining strategy did not significantly influence the overall economic outcome, although where time was an issue, a tough bargaining strategy proved better than a soft bargaining strategy. Mode of dressing significantly influenced overall economic bargaining outcome. Informally dressed buyers were better at eliciting concessions from sellers and saved more money than formally dressed buyers. Bibliogr., sum. |