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.Frequently Asked Questions
How does a buyer's dressing influence sales outcomes?
The research suggests that the mode of dressing affects the seller's perception of the buyer's purchasing power and social status, which can influence the final price offered.
What is the difference between distributive and integrative bargaining?
Distributive bargaining is a "win-lose" approach focused on dividing a fixed pie (like price haggling), while integrative bargaining seeks "win-win" solutions by expanding the value.
Why do stereotypes matter in bargaining?
Sellers often use social stereotypes based on appearance to make quick judgments about how much a buyer is willing or able to pay.
Can dressing be used as a deliberate bargaining strategy?
Yes, the research aims to inform buyers on how to use their appearance to manage impressions and gain a more favorable position during negotiations.
What is "impression formation" in a sales context?
It is the process by which a seller develops a mental image of the buyer's characteristics and intentions based on initial cues like clothing and behavior.
- Quote paper
- Eineje Olonta Agebe (Author), 2007, The Influence of Dressing and Bargaining Strategies on Sales Outcomes, Munich, GRIN Verlag, https://www.grin.com/document/211029
