Buying Status: Experimental Evidence on Status in Negotiation

Catherine C. Eckel
Texas A&M University

Sheryl B. Ball
Virginia Polytechnic Institute & State University – Department of Economics

July 1, 1996

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


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.

Buying Status- Experimental Evidence on Status in Negotiation

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