Individual differences in intrinsic motivation and the use of cooperative negotiation tactics

Ellen Bolman Pullins (Assistant Professor of Marketing, College of Business Administration, University of Toledo, Ohio, USA)
Curtis P. Haugtvedt (Associate Professor of Marketing, Fisher College, The Ohio State University, Columbus, Ohio, USA)
Peter R. Dickson (Professor of Marketing, University of Wisconsin, Madison, Wisconsin, USA)
Leslie M. Fine (Associate Professor of Marketing, Fisher College, The Ohio State University, Columbus, Ohio, USA)
Roy J. Lewicki (Professor of Marketing, Fisher College, The Ohio State University, Columbus, Ohio, USA)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Publication date: 1 December 2000

Abstract

Considers cooperative negotiation tactic use in early stages of business‐to‐business buyer‐seller relationships. Specifically, it addresses a serious gap in the study of individual difference effects on cooperative negotiation, an area that has received little academic attention. In doing so, insight is provided on an area that marketing researchers say needs attention now. We conduct a study where subjects take the role of a salesperson. They make offers, or respond to buyers’ offers, to negotiate. Subjects indicate what offers they would make, or what counteroffers they would respond with. Results support the notion that individual differences in intrinsic motivation (operationalized as autonomy causality orientation) affect the use of cooperative offers, but do not affect counteroffers, due possibly to reciprocation.

Keywords

Citation

Bolman Pullins, E., Haugtvedt, C., Dickson, P., Fine, L. and Lewicki, R. (2000), "Individual differences in intrinsic motivation and the use of cooperative negotiation tactics", Journal of Business & Industrial Marketing, Vol. 15 No. 7, pp. 466-478. https://doi.org/10.1108/08858620010351535

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MCB UP Ltd

Copyright © 2000, MCB UP Limited

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