This dissertation comprises of two essays that investigate factors influencing interdependent decision-making and the evaluations of such decision outcomes. In the first essay, we examine the influence of time taken by a bargaining opponent to respond to an offer on bargainers’ perceptions of their own bargaining outcomes. Extending previous research in several important ways, we propose and test a conceptualization where inferences of opponent’s reservation price lie at the core of the underlying explanation. Second, we provide additional insight into the underlying process by showing that delay influences perceptions of bargaining outcomes only when it is related to the bargaining. Third, unlike previous work that examined the effect of delay when an offer was accepted, we extend the inquiry to situations where an offer is rejected. Fourth, we identify and test two factors – knowledge of opponent’s best alternative to negotiated agreement and persuasion knowledge – that moderate the influence of response time on perceptions of bargaining outcomes.
Results of five studies provide insight into the underlying process by identifying and testing boundary conditions for the effect of delay. In the second essay, we focus on generic campaigns that are funded voluntarily (rather than mandatory contributions), and examine the influence of situational factors (e.g., market trends) and solicitation appeals on voluntary contributions to a generic campaign.
Author:- Oza, Shweta S