The Handbook series is a significant compendium of scales published in the most impacting marketing literature. I am a proud owner of the series and hope to be able to continue collecting the volumes in the years to come.
negotiation
The scale measures the degree to which a person who sold an item to a buyer experienced a feeling of completeness and closure due to the price that was negotiated. Four, seven-point Likert-type items compose the scale.
With three, seven-point Likert-type items, the scale measures a customer’s belief that a particular deal he/she has negotiated with a business provides equal benefits for both parties.
Three, seven-point items compose the scale and measure how much a customer believes his/her best interests are guiding a particular salesperson’s efforts to solve one’s problem.
The degree to which a customer is pleased with the reduction in price that he/she was able to negotiate during a recent purchase is measured with three, seven-point Likert-type items.
A customer’s opinion of the influence he/she had to negotiate the purchase price with a salesperson in a particular situation is measured with three, seven-point semantic differentials.
Five, seven-point items are used in this scale to measure the extent to which a consumer finds gratification in shopping online because of the ability to negotiate the price with the seller. The scale was referred to as the online bidding/haggling motivation by Ganesh et al. (2010).
The scale uses several statements to measure the degree to which a person tends to resolve conflicts with his/her spouse by use of reason and negotiation rather than coercive means.
Three, seven-point items are used to measure the extent to which a person is pleased with the result of a particular event, e.g., bargaining.
Three, seven-point items are used to measure a buyer's perception of the difficulty an owner of a product appears to have had in accepting the terms of the offer to purchase the product.
