Buying Status: Experimental Evidence on Status in Negotiation

Psychology and Marketing, Vol. 13, No. 4, pp. 381-405, 1996

25 Pages Posted: 11 Jul 2011

See all articles by Catherine C. Eckel

Catherine C. Eckel

Texas A&M University

Sheryl B. Ball

Virginia Polytechnic Institute & State University - Department of Economics

Date Written: July 1, 1996

Abstract

Status is an important motivator of human behavior. This article examines the extent to which people are willing to adjust their negotiating behavior in response to their opponent's status level. The results of a series of experiments on the effect of status on student subjects' negotiating behavior are reported. The data suggest that status affects human interactions in a positive way, which causes people to seek status. It is, therefore, a successful advertising strategy to associate high status with consumption of a product.

Suggested Citation

Eckel, Catherine C. and Ball, Sheryl B., Buying Status: Experimental Evidence on Status in Negotiation (July 1, 1996). Psychology and Marketing, Vol. 13, No. 4, pp. 381-405, 1996, Available at SSRN: https://ssrn.com/abstract=1883606

Catherine C. Eckel (Contact Author)

Texas A&M University ( email )

5201 University Blvd.
College Station, TX 77843-4228
United States

Sheryl B. Ball

Virginia Polytechnic Institute & State University - Department of Economics ( email )

3021 Pamplin Hall
Blacksburg, VA 24061
United States

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