A three-item scale measuring the degree to which a consumer enjoys and is positively disposed toward negotiating prices when purchasing expensive items. Items capture hedonic enjoyment of bargaining, positive anticipatory affect toward negotiation opportunities, and willingness to engage in price negotiations. A brief and focused measure of bargaining propensity, the scale is well-suited to retail pricing, negotiation, and consumer decision-making research.
7-point Likert
Full scale items shown. Always cite the original source when using this scale in research.
Alpha ranged from .88 to .91 across Studies 1, 2, 3, and 5 — Alavi et al. (2020, web appendix). VALIDITY: AVEs ranged from .68 to .79 across studies, providing preliminary evidence of convergent validity. Scale was developed by Schneider, Rodgers & Bristow (1999) and adapted for use by Alavi et al. (2020). The three items here appear to be a subset of the original Bargaining Propensity scale; researchers requiring the full instrument should consult the original source.
Alavi, Sascha, et al. (2020). When do consumers prefer negotiated prices? Journal of the Academy of Marketing Science, 48(3), 524–543. [Scale originally developed by: Schneider, Kent C., Will C. Rodgers, and Dennis N. Bristow (1999). The bargaining philosophies of consumers in different cultures and their effects on the consumer bargaining process. Psychology & Marketing, 16(8), 735–748.]
Free access to 2455+ psychometric scales at PsychScales