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Periodical article Periodical article Leiden University catalogue Leiden University catalogue WorldCat catalogue WorldCat
Title:The consequences of sex and time pressure on psychosocial bargaining outcome in open markets
Authors:Balogun, S.K.
Daodu, I.A.
Periodical:African Notes: Bulletin of the Institute of African Studies, University of Ibadan
Geographic term:Nigeria
trade negotiations
Abstract:The focus of this study is an experimental investigation of the main and interactive effects of time pressure and sex on psychosocial bargaining outcomes in the open markets of Nigeria. One hundred and sixty male and female confederates, drawn randomly from the population of Yoruba-speaking undergraduates at Ondo State University, Ado-Ekiti, participated in the study. Time pressure was found to have a clear significant effect on psychosocial bargaining outcomes in terms of aggressiveness, friendliness, receptiveness and informativeness elicited from the sellers by the buyers. Sex was found to have no statistically significant effect, although further analysis of individual components of psychosocial outcome did indicate a significant effect of sex on degree of friendliness elicited from sellers. No significant interaction effect of sex and time pressure on psychosocial bargaining outcomes was observed. Careful scrutiny of the mean differences revealed that female buyers with unrestricted time were better in eliciting more positive psychosocial outcome than any other group. Bibliogr., sum.