A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective
从导向视角构建了消费者议价的理论模型，梳理了传统交易谈判研究，并提出了交易前条件如何影响消费者导向的理论框架，对管理者和公共政策有启示。
The authors advance a theoretical model of consumer negotiated pricing, using an orientation perspective. An overview of traditional participant interchange (transaction bound) negotiation research is provided, and a theoretical framework of pretransaction conditions that contribute to orienting consumers prior to participant interchange is developed. Finally, several managerial, public policy, and research implications derived from the orientation perspective are discussed.