Let's Make a Deal: Consumers, Negotiation and Telecommunications Pricing in Canada

FieldValue
dc.contributor.authorLauer, David
dc.date.accessioned2012-04-11T17:00:56Z
dc.date.available2012-04-11T17:00:56Z
dc.date.created2012
dc.date.issued2012
dc.identifier.urihttp://hdl.handle.net/10393/22693
dc.identifier.urihttp://dx.doi.org/10.20381/ruor-5581
dc.description.abstractThe aim of this study is to re-contextualize prior negotiation theory emanating from the field of communications in a unique contemporary setting. The research focuses on the Canadian residential telecommunications sector, where the dominant business model involves the use of a rather peculiar variable pricing strategy, which has compelled a proportion of consumers to adopt competitive negotiation strategies. Through a series of three focus groups, the project gleans insight into the participants’ experiences and perceptions of the telecommunications procurement process. Based on prior theoretical assumptions and on this original research, the study tests the appropriateness of descriptive phase models of negotiation in the Canadian telecommunications industry, providing a new dimension to the nascent body of academic research in this area.
dc.language.isoen
dc.publisherUniversité d'Ottawa / University of Ottawa
dc.subjectCanada
dc.subjectConsumers
dc.subjectFocus Groups
dc.subjectNegotiation
dc.subjectPhase Model
dc.subjectPricing Strategy
dc.subjectQualitative Data
dc.subjectTelecommunications
dc.titleLet's Make a Deal: Consumers, Negotiation and Telecommunications Pricing in Canada
dc.typeThesis
dc.faculty.departmentCommunication
dc.contributor.supervisorBélanger, Pierre
dc.embargo.termsimmediate
dc.degree.nameMA
dc.degree.levelmasters
dc.degree.disciplinearts
thesis.degree.nameMA
thesis.degree.levelMasters
thesis.degree.disciplinearts
uottawa.departmentCommunication
CollectionThèses, 2011 - // Theses, 2011 -

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