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Strategies for Oligopoly Negotiations Involving Multiple Issues
Author(s) -
Esser James K.,
Walker James L.,
Kurtzweil Paul L.
Publication year - 1991
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.1559-1816.1991.tb00482.x
Subject(s) - negotiation , profit (economics) , oligopoly , distributive property , microeconomics , business , economics , marketing , psychology , sociology , mathematics , cournot competition , social science , pure mathematics
This study compared the effectiveness of cooperative, distributive, and integrative strategies in oligopoly negotiations involving multiple issues. Seventy‐five female subjects from introductory psychology classes assumed the role of buyers and negotiated with three programmed strategies (sellers). Subjects could bargain with the seller of their choice and could change sellers at any time. Results indicated that subjects made most offers to and reached most agreements with the cooperative seller. Furthermore, the cooperative seller strategy tended to earn most profit per customer contact and produced most joint profit per customer contact. However, the integrative seller tended to produce most seller profit per agreement and joint profit per agreement.