Understanding Haggling in Open Air Markets: A Study on Buyer-Seller Interactions in Sunday Bazaar,

Karachi.

THESIS

Prepared By

Aaqib Qasim (0935194)Behjut Fatima (0935186)Hassan Imran (0935189)Nisha Jaffer (0935154)

Shayan Razzak (0935207)

Advisor

Ms. Wajeeha Fatima Javed

A project in partial fulfilment of the award ofMasters of Business Administration

Shaheed Zulfiqar Ali Bhutto Institute of Science and Technology SZABIST

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TABLE OF CONTENTS

LETTER OF TRANSMITTAL....................................................................................................iACKNOWLEDGEMENTS........................................................................................................iiANTI PLAGIRISM DECLARATION......................................................................................iiiEXECUTIVE SUMMARY........................................................................................................ivLIST OF FIGURES.....................................................................................................................vLIST OF TABLES......................................................................................................................vi

CHAPTER 1 INTRODUCTION...............................................................................................1

1.1 Background of the Study.................................................................................................11.2 Research Problem............................................................................................................21.3 Objectives of Study..........................................................................................................21.4 Significance of the Study.................................................................................................21.5 Limitations of the study...................................................................................................31.6 Structure of the Report.....................................................................................................3

CHAPTER 2 LITERATURE REVIEW....................................................................................5

2.1 Defining Haggling...........................................................................................................52.2 Motives and Needs..........................................................................................................62.3 Haggling in Retail Markets..............................................................................................72.4 Open Air Retail Markets..................................................................................................8

2.4.1 Bazaars and their Origin.........................................................................................82.4.2 Worldwide Flea Markets.........................................................................................82.4.3 Pakistani Perspective...............................................................................................9

2.5 Culture and Haggling.......................................................................................................92.6 Haggling and Decision Making.....................................................................................102.7 Outcomes of Haggling...................................................................................................11

2.7.1 Rewards.................................................................................................................112.7.2 Punishments...........................................................................................................11

CHAPTER 3 RESEARCH METHODOLOGY......................................................................13

3.1 Research Design............................................................................................................133.2 Sampling Techniques.....................................................................................................133.3 Sample Size...................................................................................................................133.4 Data Analysis.................................................................................................................14

CHAPTER 4 FINDINGS AND ANALYSIS..........................................................................15

4.1 Customer Findings.........................................................................................................154.2 Retailer Findings............................................................................................................204.3 Proposed Haggling Framework.....................................................................................254.4 Explanation of the Proposed Haggling Framework.......................................................28

4.4.1 Motives of Haggling..............................................................................................284.4.2 Factors Leading to Haggling.................................................................................324.4.3 Outcomes of Haggling...........................................................................................45

CHAPTER 5 CONCLUSION..................................................................................................50

CHAPTER 6 RECOMMENDATIONS...................................................................................52

BIBLIOGRAPHY..........................................................................................................................53

APPENDIX A: Dates of Interviews and Observations.................................................................60

APPENDIX B: Customer Interview Transcripts...........................................................................65

APPENDIX C: Retailer Interview Transcripts............................................................................138

APPENDIX D: Observations Transcripts...................................................................................153

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LETTER OF TRANSMITTAL

Ms. Wajeeha Fatima Javed

Thesis Supervisor

MBA Thesis

SZABIST, 90 Clifton, Karachi

Date: 9th April, 2011

Ms. Javed,

Enclosed is our Final MBA Thesis entitled “Understanding Haggling in Open Air Markets: A

Study on Buyer-Seller Interactions in Sunday Bazaar, Karachi,” due on 9th April, 2011.

The purpose of this study was to explore and understand the motives behind haggling so as to

develop a haggling model based on it. This is the final part of our thesis which includes the

accepted research proposal, literature review, the research methodology, the findings and

analysis, conclusion and our recommendations.

The researchers also hope that this study proves beneficial for further researches to be conducted.

Any queries regarding this report will be highly appreciated.

Sincerely,

Aaqib Qasim Behjut Fatima Hassan Imran

Nisha Jaffer Shayan Razzak

April 9th, 2011

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ACKNOWLEDGEMENTS

First of all, the researchers would like to thank Almighty Allah for providing us with the

opportunity and the required level of commitment. Secondly, this important accomplishment

could not have been achieved without the support and guidance of a certain few individuals.

Special thanks to our research supervisor, Ms. Wajeeha Fatima Javed, whose guidance and

extended support was a tremendous learning experience. The researchers would also like to

thank Mr. Saami Hamid and Mr. Zaki Rashidi who gave us the opportunity to work on the thesis

and guided us during this research.

Finally, the researchers would like to thank our parents, family and friends for their co-operation,

guidance and valuable time, importance of which can in no way be under estimated.

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ANTI PLAGIRISM DECLARATION

"We certify that this is our own research work. Proper references and acknowledgments have

been given at places where material has been used from other sources. If this statement is untrue

and if we are found guilty of plagiarism, the punitive actions against us are taken as per

SZABIST Anti Plagiarism Policy.”

___________ ___________ ___________

Aaqib Qasim Behjut Fatima Hassan Imran

___________ ___________

Nisha Jaffer Shayan Razzak

April 9, 2011

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EXECUTIVE SUMMARY

The overall objective of this study was to understand haggling in open air markets for which a

study on buyer-seller interactions in Sunday bazaar was done. Thus, taking into account the

meaning of haggling, which is to mutually agree a price between buyer and seller, the aim is to

find the motives and factors that lead to haggling.

In order to further understand what haggling is, a considerable amount of literature and published

reports was reviewed, the crux of which is included in the Literature Review chapter. With the

perusal of various research papers and reports acquired from the international resources, it was

noted that haggling has created a place for itself in various international markets, where the

concept of haggling in open air markets is now very common.

For the Research Methodology, a qualitative approach was taken due to the fact that it could

answer two perspectives regarding haggling in open air markets like Sunday bazaar. Firstly, the

viewpoints of customers on the subject of the study itself and secondly, the viewpoint of the

retailers both was taken. The respondent profile mainly consisted of students, housewives,

salaried people and businessmen as well who belonged to SEC A, B, C, D and E. Key data

collection mediums were in-depth interviews of customers and retailers both and observations of

transactions taking place between the two.

The major findings during the course of the study revealed the various factors and motives

considered by customers and retailers that lead to haggling. Overall, it provided ample amount of

data pertaining to the objectives of the paper. Analysis and interpretation of the data further

established the main factors and motives that were highlighted in the literature review, as well as

identifying various elements research has not yet covered in haggling, like absence of price tag

or customers’ nature to bargain. Furthermore, this paper opened up a lot of possibilities for more

in-depth research and analysis pertaining to various findings.

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LIST OF FIGURES

Figure 4-1 Customer Interviews Sample Break-up.......................................................................15Figure 4-2 Preference of Shopping Companion............................................................................16Figure 4-3 Preference of Shopping Companion from Family.......................................................16Figure 4-4 Bargaining: Men Vs. Women......................................................................................18Figure 4-5 Pros of New Sunday Bazaar........................................................................................21Figure 4-6 Cons of New Sunday Bazaar.......................................................................................22Figure 4-7 Haggling Framework...................................................................................................27

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LIST OF TABLES

Table 2.2-1 Motives Identified (Reiss 2004)....................................................................................6Table 3.3-1 Sample Size................................................................................................................13

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CHAPTER 1 INTRODUCTION

1.1 Background of the Study

A merchandize can be sold in many different ways, and two major selling methods have already

become part of our everyday life: bargaining and take-it-or-leave-it.

Ye (2009)

Bargaining or haggling, has been an important characteristic of trade, whether it be open air

markets or business-to-business deals. Haggling is defined as a process of price formation which

aims at establishing particular prices for specific transactions, acceptable to both buyer and

seller, within the “price range” that prevails in the market (Hill 1962).

Open air retail markets, commonly known as bazaars are a very important feature of trade in a

developing country. Haggling is widely popular in a bazaar setting as prices are agreed upon

between buyers and sellers by mutual agreement. Unlike departmental stores or supermarkets,

prices are not fixed in a bazaar and information is asymmetric. It is of the essence to determine

the dynamics of bazaar trading and in particular the dynamics of haggling to have a better

understanding of how these markets function on day to day basis.

There has been little research on haggling behaviour, as many of the researches conducted

previously have not addressed bargaining behaviour outside the lab setting or the difference in

behaviour between genders and age groups within the society (Tanguma et al. 2007).

In Pakistan, a developing country where people are very much price sensitive, haggling

behaviour can be widely witnessed in local bazaars. Sunday Bazaar in Defence Phase VIII,

which is known as DHA Bachat Bazaar, Karachi is the biggest open air market of Asia (Ahmed,

2010). Currently, DHA Bachat Bazaar, also known as Sunday bazaar, has more than 1500 shops

where retailers sell a wide variety of products and assortments, from used items to brand new

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items. Average footfall on a given Sunday is between forty to fifty thousand shoppers. The

dynamics of this bazaar are such that it attracts people from all walks of life no matter what

socio-economic background to which they belong (DHA, 2009).

1.2 Research Problem

Haggling is a practice that is followed across the world in markets that have no fixed pricing

systems. However, there has been no previous research on what constitutes the haggling process,

especially in open air retail markets. By studying the interaction and the bargaining process

between the buyers and sellers, demonstrated at one of the country’s biggest open air bazaars, the

researchers have analyzed the motives behind, and usage of haggling. Based on this information,

the researchers have developed a haggling model for local open air retail markets, by studying

the different degrees of haggling that they believe will be a beneficial contribution to

understanding consumer behavior.

1.3 Objectives of Study

The objectives of this study were to understand the concept of haggling in bazaars with respect to

local open air markets and the motives behind shopping at weekly bazaars focusing on DHA

Bachat Bazaar, Karachi.

The researchers have studied various variables like the type of products, asking price, product

features and environmental factors that support or hamper the usage of haggling. An analysis of

the benefits and drawbacks that arise from haggling has also been done, based on which a

haggling model was eventually developed.

1.4 Significance of the Study

This research will help in consumer education on the practices followed in purchasing of goods

in open air markets such as bazaars. It is a basis for further research on similar topics in the

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future. Also, with this research the researchers have developed a haggling model that would act

as a resource for future researchers.

This research has provided very useful consumer insights that can be used by businesses when

planning to enter such markets and understanding the dynamics of bazaars.

1.5 Limitations of the study

A number of limitations were faced during the research study mainly because this research was

conducted in Karachi, Pakistan; with the assumption taken that the same dynamics are true for

other markets of Pakistan. Also, due to time and technical constraints, this research was limited

to a smaller sample size.

Moreover, the ability and willingness of the respondents to take part in this research was also a

major constraint.

It was assumed that the consumer insights that the researchers have gained through interviews

and observations are genuine and authentic. Since these interviews were taken on site in a bazaar

setting, the respondents lacked time and may have given in accurate information. Any inaccuracy

in information collected will contribute to validity issues due to single source error susceptibility.

The research is dependent on the information provided by different resources and is based on the

data available.

1.6 Structure of the Report

This research is divided into five chapters which are Introduction, Literature review, Research

Methodology, Data Findings and Analysis and Conclusion.

Chapter 1 of this research relates to introduction and background of the study, research problem

and objectives, significance of the research and a brief study of the research methodology that is

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used. Chapter 2 is about the previous studies conducted on open air markets and haggling by

different people all over the world. It discusses about haggling, global and local open air markets

and its origin and the culture that prevails in these markets. Chapter 3 focuses on the research

methodology, research design, sampling techniques, data analysis method, research design, as

well as the limitations to this research. In Chapter 4, the focus is on analyzing the data that has

been collected from the respondents. Conclusions that have been derived from this research are

in Chapter 5.

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CHAPTER 2 LITERATURE REVIEW

2.1 Defining Haggling

Haggling has been defined as “to bargain in a petty, quibbling, and often contentious manner”

(Dictionary.com 2010). It has been used synonymously with the terms bargaining and

negotiation. Merriam-Webster (2010) describes bargaining as “an agreement between parties

settling what each gives or receives in a transaction between them”.

Haggling involves an interaction between the buyer and the seller in order to conduct a

transaction by mutually satisfying the needs of both parties, keeping in mind what the other party

wants. Deeds (2008), finds that bargaining or negotiating are “dignified” terms for haggling as a

person tries to make most of the deal by saving money. He suggests that negotiation should be a

“win-win process” for both, buyer and seller, in order to develop a long lasting relationship. On

the contrary, in his studies related to the topic, Bacharach (2009) expresses that bargaining and

negotiation are very different from each other. He argues that bargaining is manipulative and can

be displayed as a “lose-lose” situation, whereas, negotiation, a “win-win” situation, is less

manipulative and more based on co-operation.

Haggling is also a process by which prices are determined in markets where there is no fixed

price policy. Uchendu (1967) terms haggling as a process of price formation, whereby, the buyer

and seller come to a mutual agreement over the price of a certain product remaining within the

price range prevailing in the market. However, this price may vary due to various factors from

customer to customer, depending upon the skill of the buyer or the seller.

Price discrimination is a characteristic of haggling in which the market does not have a fixed

posted price. According to Desai and Purohit (2004), haggling can be beneficial for the seller as

it allows the seller to charge different prices to various customers. Jones, Trocchia and

Mothersbaugh (1997) describe bargaining as to set a price for a product that is in accordance

with the rates in the market and proves to be a financially favourable gain. Supporting the above

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mentioned views, Khuri (1968), suggests bargaining is a characteristic that is common in a “free

market system”. Further on, he added that bargaining serves the purpose of regulating prices in

places where there is uncertainty in the value of the commodities that are being exchanged. On

the other hand, consumers in many markets do not have an option to bargain as it is not a

common practice and the market structures are not bargain-oriented, focusing on fixed price

policy (Alserhan 2009).

2.2 Motives and Needs

Arnold and Reynolds (2003) conducted a detailed analysis of consumers’ hedonic shopping

motivations. As per their research, a six factor scale has been developed that consists of

adventure, gratification, role, value, social and idea shopping motivations.

There has been limited amount of research on why individuals haggle. There can be many needs

and motives behind this haggling behavior of individuals. These needs and motives, of both

buyer and seller, are developed based on a two way interaction between them. Reiss (2004) in his

theory of the 16 basic desires explains various desires that motivate human actions.

Table 2.2-1 Motives Identified (Reiss 2004)

Drives IncludesAcceptanceCuriosityHonorIdealismIndependence,Order Power Romance SavingSocial ContactStatusTranquilityVengeanceEating FamilyPhysical exercise

Desire for approvalDesire for knowledgeDesire to obey a traditional moral codeDesire to improve society (including altruism, justice)Desire to be autonomousDesire to organize (including desire for ritual)Desire to influence (including leadership; related to mastery)Desire for sex (including courting)Desire to collect, value of frugalityDesire for peer companionship (desire to play)Desire for social standing (including desire for attention)Desire to avoid anxiety, fearDesire to get even (including desire to compete, to win)Desire to eatDesire to raise own childrenDesire to exercise muscles

From the buyer’s perspective, Jones et al. (1997) claim that the main reason on why a consumer

bargains is to get a better price and save money. Furthermore, they add that bargaining awards

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buyers with a sense of achievement, dominance and affiliation. He adds that all of the above is

achieved because the buyer manages to indulge into the haggling process by having control of

the situation and maintain the level of social interaction during the process. Moss (2007)

suggests that bargaining can be considered as an entertainment as finding the right product at a

good price adds up to the entertainment component. Moreover, Khuri (1968) stated that

bargaining can also enable an individual to gain social recognition among his group who

consider him to know the rules of bargaining etiquette and then value his choices. Adding to his

views, Sudweeks and Simoff (2001) state that the transaction conducted at the bazaar of an

Islamic country is influenced by “cultural experiences, emotions and changes in attitude”.

The seller’s motive to participate in the haggling process could include pulling ahead of

competition and building upon credibility by developing relationships with buyers in the market

(Wheeler 2005). However, haggling is also encouraged by sellers. Sharma and Krishnan (2001)

point out that sellers not only are coping with buyers bargaining for goods but are now also

encouraging them to do so.

2.3 Haggling in Retail Markets

Riley and Zeckhauser (1983) believe that haggling has actually become a norm in the less

developed nations because the concept of fixed pricing by vendors is not acceptable to the

customers anymore. Adding to the above view, Doye et al. (2008) state that each individual is a

haggler in one way or the other whether they accept it or not. They classify two different kinds of

hagglers; a soft haggler and a hard haggler; a soft haggler tries to haggle in a way which is

beneficial for both, the buyer and seller, and a hard haggler uses a dominating approach, which

usually ends up in a conflict.

Harrison (n.d.) suggests that there are different tactics for being a pro at haggling: the attitude

that the buyer portrays during haggling and the knowledge of what the current market rate is to

get the best price for the good are extremely important. Defranza (2008) further adds that if the

price being quoted by the seller is not acceptable, one should go to the next vendor for a better

price. Alex (2009) suggests that the buyer should not accept the first quoted price from the seller

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and must quote a price lower than what he will eventually pay or has the ability to pay; if the

seller is not agreeing to the price which is being quoted then the buyer must pretend to leave, in

order to intimidate the seller.

With time, like everything else, bargaining has transformed as retail setups have evolved.

Botelho (2004) suggests that every era has had its own shopping trend, and in this era of slow

economy, the trend is shifting to open air retail centers, as they take less time to construct and the

land is less costly.

Due to technological innovations and with the advent of the internet, bargaining is now not only

limited to the bazaars or brick-and-mortar businesses (Rosenwald 2010). According to Harding

et al. (2003), bargaining is common in markets of heterogeneous goods. Their study explained

how or real-estate is a market where prices fluctuate and haggling takes place between the two

agents before a bargain is met. A similar study by Desai and Purohit (2004) indicates industries

like the automobile and service industries as common markets where haggling takes place.

2.4 Open Air Retail Markets

2.4.1 Bazaars and their Origin

According to Wolfe (1963), a bazaar is a collection or cluster of shops, either along a street or in

a predefined area, mostly found in the low lying areas of developing countries, and a rising trend

in the developed world. Dorfman (2010) describes bazaars as a place for communication,

meeting and striking a good deal. Bazaars in Iran have been explained by Moosavi (2004), as an

outlet for all kinds of social, political, cultural and civic activities of people.

2.4.2 Worldwide Flea Markets

There are a number of flea markets across the world. Cat (2009) describes that in all such

markets, buyers have the luxury to walk around and choose whichever seller is offering the best

rates. He adds that throughout the world, flea markets exist at a wide scale based on their size,

quantity and variety of products that they sell.

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Across the world, the concept of bazaar or flea markets is very popular. The Grand Bazaar at

Istanbul is full of vendors with variety goods for sale including rugs, antiques, jewelry and

furniture (Wolfe 1963). According to Westfall and Boyd (1960), in India, the profile of people is

totally different as compared to USA. They state that the products are being bought on a daily

basis and Indian buyers tend to bargain that leads to a negotiation game between the buyer and

seller. Kumar and Martin (2005) state that Gerrard India Bazaar (Toronto) is amongst the biggest

Indian markets of North America and is also the most visited market there. They also claim that

people in that market meet for the purpose of shopping, eating, socializing and watching movies.

According to Bertacchini and Lamieri (1968), haggling prevails in Middle East also and prices

over there are negotiated upon till a good deal is not made. It assists both negotiating parties to

develop strong bonds which claim to be fruitful for both. The authors further state that winning

the battle of negotiation used to be a matter of pride for the winning party as they were given a

lot of respect in the society and became famous for handling people in the right way.

2.4.3 Pakistani Perspective

Jehan Ara (2009) writes in her blog about Itwaar Bazaar, which is a Pakistani flea market.

Previously, it was a huge ground with dust flying everywhere; stalls were covered with torn tents

which were full of dust. She states that every Sunday, people used to drive to Itwaar Bazaar to do

grocery shopping, buy books, fruits, vegetables, clothes and shoes. DHA (2009) states in its

company website about the newly renovated DHA Bachat Bazaar that the bazaar provides a good

outlet for people to do their grocery or buy household items. Ahmed (2010) explains in his

article that the total area on which the new bazaar is spread out is 25.5 acres which is twice the

size of what it previously was. Benches, food court and a children’s area has been constructed

and a total of 1,850 stalls which have a wide variety of products to choose from.

2.5 Culture and Haggling

Culture can have a great influence on the way people go about shopping in everyday life. In their

study, Ackerman and Tellis (2001) examined whether culture plays an important part in shaping

consumer behavior in relation to shopping and how it has impacted prices. They added that

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Chinese and Americans are different in the way they shop. Chinese consumers are more price

sensitive and take more time to shop in comparison to Americans. They suggest that Americans

are not likely to haggle while they shop, whereas Chinese are most likely to do so.

Bellman (2007) points this out in an article about retailing champion Kishore Biyani of India and

his chaos theory of retail serves as an eye opener; Mr. Biyani believes that in India, where

traditional markets prevail, people are more lured towards chaotic markets that are messy with

narrow lanes and where haggling is popular. Therefore, he has redesigned his supermarket stores

to give a feel of the traditional markets in India. This shows that in order to be successful, a seller

must understand the culture prevailing in the market that he is selling to, in order to achieve

positive outcomes.

2.6 Haggling and Decision Making

There have been numerous studies on the interactions between buyers and sellers and one such

contribution is the Game Theory Model with reference to bargaining. In his research Nash

(1950), explained the concept of game theory and said that Nash equilibrium could be achieved

by selecting the best possible strategies for generating favorable responses in a two way

bargaining situation. According to him, both parties should take into consideration the well-being

of the other party before taking any action.

It is important to know about what constitutes the haggling process and how decisions are being

taken during the buyer and seller interaction. According to Hamilton (2010), no consumer is

willing to pay the quoted price in markets where there is no fixed price policy. This is because

bargaining is expected in these markets and those who do not bargain will end up paying inflated

prices. She adds that one needs skill and patience along with an understanding of the market and

alternatives available. Value generation and relationship building are important in the negotiation

process in order to provide the buyer with a quality buying experience (Habib, Folberg and

Hazlett n.d.). Wheeler (2005) believes that in order to differentiate from competing sellers, one

must develop stronger relationships with the buyer and build up credibility. Trust, according to

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Dwyer (1984), plays an important role in interactions between buyer and seller and influences

the decision making of buyer.

In their research studies, Gill and Thanassoulis (2008) classify two types of consumers. The first

are “hagglers” who bargain and the others are “non-hagglers” who accept list prices. They add

that the price sensitive hagglers approach various sellers, request prices, haggle and choose the

best offer. However, in his studies Korn (2007) pointed that there are various costs attached to

negotiation that might restrain individuals from haggling. He added that these may include

opportunity cost of time and social costs. Nevertheless, the bargaining process may turn to be a

frustrating experience for some while a pleasant one for others (Schneider et al 1999).

2.7 Outcomes of Haggling

2.7.1 Rewards

Myers (2005) tries to highlight several rewards of haggling and its advantages for consumers:

saving money. Khuri (1968) adds that a person can also benefit from gaining social recognition

from his peers by haggling successfully.

2.7.2 Punishments

Haggling can have its repercussions as well. In their research, Gill and Thanassoulis (2008)

discuss the impact of bargainers on markets with price takers. They believe that if all the

consumers start to bargain, then the overall prices for buyers would increase as sellers will

charge a higher price to offset the bargaining cut-off; the more the sellers in the market, the

lower the prices there will be and if bargainers go to almost all the sellers in the market, then the

overall prices would be lower for both the bargainers and the price takers.

Desai and Purohit (2004) find that a haggling policy compared to a fixed price policy, is more

profitable when the proportion of non-hagglers is sufficiently high. In this situation, the seller

can discriminate on prices, charging high margins from those who won’t haggle or whose

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opportunity cost of time is high, and selling at lower prices to the ones that will haggle, drawing

an overall profitable outcome from the portfolio of shoppers.

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CHAPTER 3 RESEARCH METHODOLOGY

3.1 Research Design

The nature of the study is qualitative and exploratory, and was based on information and

data collected from both primary and secondary sources.

3.2 Sampling Techniques

Secondary data was collected from articles and journals accessed through HEC Digital

Library and internet. The researchers reviewed approximately 120 articles from online

journals, research papers, magazines and newspapers.

Semi-structured in-depth interviews framework was followed for the depth interviews

and a list of questions was prepared for customers and the retailers. Additional questions

were asked through laddering technique in order to reveal implicit answers. The customer

in-depth interviews have been added in Appendix B and the retailer in-depth interviews

are attached in Appendix C. Confidentiality was maintained during the interviews and

analysis and for this purpose the names have been not added in the responses. The

interviews were conducted over a period of four weeks during February 2011 and the

average duration of the interviews was 18 minutes. The observations were also conducted

over a period of two week during February 2011 and their average duration is 4 minutes.

3.3 Sample Size

The sample size is distributed in Table 3.3-1 shown as follows:

Particular Amount

Retailer Interviews 12Customer Interviews 58Observations 16

Table 3.3-2 Sample Size

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3.4 Data Analysis

The collected recordings of interviews and observations were transcribed in English as

they were taken in Urdu. Furthermore, the data from customer and retailer interviews was

coded and analyzed with the help of MS Excel. The data was then used to propose a

haggling framework for haggling practices used by people while shopping in a retail

environment.

The analysis of our primary data provided the researchers with insights that helped them

to develop a haggling model based upon open air retail environment. Information from

earlier researches and studies conducted in this area was also utilized to develop the

framework.

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CHAPTER 4 FINDINGS AND ANALYSIS

4.1 Customer Findings

The researchers conducted a total of 58 in depth interviews of customers at Sunday

Bazaar. The sample population included men, women, young adults, mature adults as

well as old aged people belonging to different strata’s of social life. The respondents

included businessmen, housewives, salaried class, self employed working class, students,

retired individuals and the like. The break-up of the sample taken is shown in Fiqure 4.1-

1. Moreover, this diverse group of people belonged to different ethnic backgrounds as

well as people from all socio economic classes (SEC) ranging from SEC A to SEC E.

Figure 4-1 Customer Interviews Sample Break-up

Almost half of the respondents who were interviewed belonged to nearby localities of

Defence and Clifton, but the rest had come from areas as far as Malir, Gulistan-e-Jauhar,

Model Colony, and Buffer Zone. Some of the respondents had come from different cities

and were staying in Karachi for a few days and had visited the bazaar as they had heard

good reviews about Sunday Bazaar. However, majority of the respondents were regular

visitors of the bazaar while the others included people who came occasionally or were

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first time visitors. As shown in Figure 4-2, more than half of the respondents confirmed

that they come to the bazaar with their family while some people came with friends and

few of them liked to come alone.

Figure 4-2 Preference of Shopping Companion

Also as shown in Figure 4-3, out of the majority of people who came with family, most

of them preferred coming with the whole family while 24% preferred coming with their

spouse. Also, 13% people said that they preferred coming to Sunday Bazaar with their

children.

Figure 4-3 Preference of Shopping Companion from Family

The purpose of the research was to analyze, comprehend, and understand the consumer

behavior exhibited at such bazaars by people in our metropolis, focusing especially on

haggling. During the interviews, the researchers focused on the motives, outcomes,

situations, and the communications that take place at Sunday Bazaar. It was found that

people have different motivations of coming to a bazaar by looking at the behaviors and

responses at Sunday Bazaar, Karachi, which is by far the largest open air bazaar in Asia.

The motivation of an individual coming to Sunday Bazaar includes but is not limited to:

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shopping, entertainment, spending time with family or friends, outing on a Sunday,

finding something unique and adventure. Majority of the respondents claimed they come

for entertainment and shopping. The addition of a specialized food court has added to the

entertainment aspect of Sunday bazaar.

More than three-fourth of our respondents revealed that they shop for clothes and shoes

from the bazaar, where a few claimed that they come to buy books, toys, home decoration

items, consumer goods and beauty products. Majority of the women claimed they

specifically come to shop for clothes, bags and shoes, while other items were impulse

products which they said they don’t plan on buying when they initially come to the

bazaar, but end up buying if they like any. The time spent on an average at Sunday bazaar

by customers was 2-3 hours. Few customers said that since this bazaar is bigger in size

and there are many stalls, it isn’t possible to look around in one hour. Moreover, some

people highlighted that they like to browse through the bazaar and since there are no

predefined sections of the bazaar, it takes very long to find the shop you are looking for.

The main reason of people choosing to shop at Sunday bazaar was that they could

bargain over prices. According to them, the main attraction of such a bazaar is that the

prices are not fixed. Other attractions include immense variety, availability of used

branded clothing at very affordable rates and unique items that are seldom found

elsewhere. Many respondents quoted Sunday bazaar to have ‘everything under one roof’

from grocery items to home furnishings, scrap items, and so on. A minority also claimed

that the bazaar’s atmosphere is very conducive for shopping.

More than four-fifth of the respondents agreed that they bargain at the bazaar, all of

whom belonged to different demographics. People belonging to all socio economic

classes bargain at Sunday Bazaar whether they belong to SEC A, B, C, D or E. Those

who are married bargain as well as those who are single, and above all, both men and

women bargain at the bazaars but their level of bargaining varies from individual to

individual. It was also determined from the in-depth interviews that all age groups tend to

17

bargain. This provided the researchers with the knowledge that haggling at the bazaar

was not limited to a particular demographic criterion.

Through the interviews conducted of the visitors of Sunday bazaar, it was found that

women tend to bargain more often than men. The female respondents claimed they were

better off at bargaining reason being that majority of the retailers were men, and would

give them a good deal if they would talk in a polite tone and would insist on lowering the

price of an item. One of our female respondents said ‘I have to be polite while bargaining

because if you become rude, no one will entertain you’ (Respondent 3, Interview,

February 3, 2011). A male respondent also affirmed that politeness was necessary by

saying ‘I bargain in a very sweet way, I address the retailer as Khan’ (Respondent 15,

Interview, February 6, 2011).

Figure 4-4 Bargaining: Men Vs. Women

It was also said by some respondents that men would not waste much time on a

bargaining attempt. The women, in turn, were seen to spend more time during a haggling

attempt. Few respondents claimed that if customers could speak the native language of

the retailers, they stood a better chance of getting a good deal. Since majority of the

retailers hail from Khyber Pakhtoonkhwa, one who could speak Pashto stood better off

than the rest, according to them.

18

Many of the respondents belonging to SEC A and SEC B were indifferent regarding

items that were used or new, especially in items like clothing and shoes. Overall, only

one-third of all the respondents claimed they would buy only new items. This was

because according to them, the second-hand items available in this market were in good

condition and of fine quality.

Majority of the people who come to shop at Sunday Bazaar said that they don’t have a

predefined shopping list of what they are going to purchase. Moreover, forty percent of

our respondents claimed that they don’t set a budget before coming to Sunday bazaar

because they buy whatever they like. However, around sixteen percent of the respondents

said that they do set a budget and usually go over budget. Impulse buying and tendency

to over spend the pre-set budget was a common finding.

When asked why the respondents prefer coming to this bazaar in comparison to other

malls and shopping centres, the response was that bazaars have flexible prices. According

to them haggling was a part of bazaar culture. Around sixty percent of our respondents

agreed to the viewpoint that bargaining is a part and parcel of bazaars like Sunday bazaar.

A good majority also claimed that it is necessary to bargain since the retailers hike up the

prices, and those who do not bargain end up paying inflated prices. Therefore, they

believed that it was in the best interest of the customers to bargain. According to them,

the retailers expect haggling and quote higher prices initially in order to recover their cost

with a good amount of mark up.

When asked as to which other markets they go for shopping, majority of the respondents

said that they go to places like Forum, Park Towers, Zamzama and a few of them also

shop from Tariq Road, Dolmen Mall and Millenium Mall. Out of which half of the

respondents said they bargain in those markets also. The main reason highlighted by

some respondents was that that haggling was said to be a part of their nature, like one

respondent said ‘it’s in the blood of Pakistani people’ (Respondent 4, Interview, February

6, 2011). The main reason of not haggling in such markets was that these places have

fixed prices.

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When asked as to how much one should bargain on a specific item, a good majority

revealed that they would start off from half the price quoted by the retailer, with a lesser

majority of the respondents claiming they start off from one-fourth the price quoted by

the retailer. Each individual customer has a different and unique way of bargaining with

the retailer, majority of them do it in a soft way while very few bargain in a harsh way.

It’s quite evident as to which one is more successful and which is not. When exploring

about the process of bargaining that one adapts to, a mixture of responses were given to

the researchers. Some respondents said that they would be really polite with the retailer

and get a good deal in return. However, a few respondents believed that a stern attitude

could also be adopted in order to get a good bargain. Upon researching the qualities of a

good bargaining, the common ones came out to be that the bargainer should be polite,

confident, has good market knowledge, one who builds long term relationships and know

when to strike a deal. Also, some women respondents said that good bargainers would be

people who are responsible for the household budget and are keen on saving.

On the outcomes of a successful haggling episode, majority of the respondents claimed

they felt happy about it and would tell their friends and family of their success at being a

smart shopper. On the contrary, some respondents claimed they would not reveal their

secret to others because they would feel embarrassed that they wear such cheap clothes or

accessories. Also it was found that majority of the people who do get good bargains on

used clothing try not to make it public, for they want others to perceive they bought the

items brand new.

4.2 Retailer Findings

The researchers conducted 12 retailers in-depth interviews in which various questions

related to Sunday Bazaar and haggling were asked. Some of the key findings from the

interviews are summarized in the following paragraphs.

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The researchers had interviewed male retailers as their prime audience, who were mostly

between the ages of 25 to 40 years. Majority of these retailers had been putting up their

stalls in Sunday Bazaar for less than five years. However, few of them had been present

in the Bazaar for more than 10 years. The items being sold were a variety of used and

unused goods. Most of the retailers interviewed, were selling brand new goods which

included garments, crockery, household essentials, women accessories and unstitched

cloth. The used items being sold by the respondents included used clothing and

household essentials like bed sheets, table covers, mats and curtains.

When asked about whether they had been present in the bazaar before the renovation,

most of the retailers responded positively and said that they had seen the changes taking

place. According to them, Sunday Bazaar is better than before because it is now cleaner

and much more organized than before. Due to this reason the shopping environment for

the customers is much better which results in more customer traffic and greater sales for

the retailers.

Figure 4-5 Pros of New Sunday Bazaar

However, they put forward some negative aspects of the bazaar which included greater

costs for the retailers due to the rising of rents. They said that the bazaar is now more

expensive for them. Also, they pointed out that due to the vast size of the bazaar, the

customers are not able to find their shops. Also, according to few of them, the business is

lower in this newly renovated bazaar as compared to previous one. Several retailers

believed that sales were better now in comparison to older bazaar. This was because of

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the renovation, the popularity of bazaar and more customer footfall. Few retailers think

that they made more sales in the previous Sunday bazaar and for them business is low

and income is based merely on luck.

Figure 4-6 Cons of New Sunday Bazaar

When the researchers asked the retailers why people visited this market specifically,

majority of them said that it was because of the reasonable prices offered here along with

the huge variety that is available of goods available under one roof. They said that people

come here to shop for unique items that are not available elsewhere. Other reasons

highlighted included availability of many retailers to choose from, people buying items of

their personal choice, being a “branded used items bazaar”, and people visiting the bazaar

due to Sunday holiday. According to them, the majority of people of who come here are

women, who seem more educated and intelligent than buyers they interact with

elsewhere. A retailer said that husbands just accompany their wives to this bazaar. One

retailer added that boutique owners come to his shop to buy used good and sell them at

higher rates in their boutique.

When asked if people bargain in this bazaar or not, the response was unanimous amongst

the retailers that everyone bargains here. According to most of the retailers, people

bargain because it is in-built in their nature. A few of them said that bargaining was a part

of the bazaar culture and people tend to bargain because they are not satisfied till they

indulge in the process of bargaining. One retailer said that people bargain because there

22

are differences in the quality they are getting while another said that bargaining prevails

in this market as there are no fixed prices.

When asked if they participate in the negotiation process with the customer, retailers

mostly said that they do. According to them, the process begins when the customer asks

for the price of a certain item. The retailers then quote a price based on their own costs

and a margin they keep for further negotiation. The deal is made somewhere between the

price quoted and the cost price which minimizes the chances of loss for both parties as it

is expected that both sides will negotiate for their own interest. Those people who do not

bargain and pay for the items for as much as the retailers quote end up making a loss on

the customer’s end whereas the retailer enjoys the profit and covering the margin that was

lost by people bargaining too much.

Majority of retailers think that women bargain more than men because it is their nature to

bargain; they have a tendency to save and this behaviour is habitual. Additionally, as the

household budget is under their control and due to rising cost of goods, women have to

bargain. Some retailers have an opinion that women bargain because it’s a part of bazaar

culture and they are not satisfied until they bargain According to them bargaining is a

vital part of shopping for people. As people react differently in same situations, retailers

do the same when it comes to bargaining. When they deal with bargaining customers,

most retailers would have a take-it-or-leave it reaction.

Most retailers who were questioned whether good nature in terms of customer’s attitude

is important, think that it is. If the person isn’t good natured, the retailer won’t negotiate

with them and will wait for the next customer. Conversely, if he is good natured, a

retailer said that he would offer him lower rates and discounts too. However, one retailer

thinks that good nature is not everything and retailers are more concerned about covering

their costs at the end of the day.

When asked on what it takes to be a good bargainer, most of the retailers agreed that

politeness and good nature were important traits. Also, persons with sound knowledge of

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the worth of goods being purchased were supposed to be better bargainers. Good

communication skills and patience to bargain with the retailer were also qualities that

most retailers agreed that a good bargainer should have. Retailers also thought that a

good bargainer should understand the pricing strategy of the retailer as he might bargain

and sell the item at a price which is below its worth. Additionally, a few other qualities

that included saving money, buying in bulk and nagging the retailer were identified.

Two retailers agreed on the fact that bargaining varies according to income groups. They

said that middle income people have a tendency to bargain as they have a habit of saving

and do not realize the worth of the item. In their opinion, the higher income people rate

time more important and do not engage in bargaining.

When asked whether culture or race has an influence over bargaining, most retailers said

that it did because of two reasons. Firstly, bargaining was said to be inherent in Pakistanis

and secondly loyalty develops between customer and retailer if they know that both are

from the same race or speak the same regional language. Only a minority of the retailers

feel that bargaining according to culture doesn’t take place because they believe that such

differences do not affect the buyer seller relationships. According to them one should be

polite and should sell justly to people from all races. Also, one retailer said that religion

impacts the buyer seller relationship as he himself believes that they are all Muslims in

this bazaar and should be treated equally.

Majority of the retailers believed that the prices they quote are variable for different

customers. They believe that being a salesperson is an art and the price is quoted by

analyzing a customer’s personality and need. Also, since most customers bargain a lot,

prices are quoted differently to cover costs as well as chance of loss when too much

bargaining takes place. Also, regular customers are charged lower prices whereas

intelligent customers need to be tackled with care. Prices also vary if the retailer is able to

judge where the customer resides. However, few retailers do not have variable prices as

they have a fixed price policy or do not want to incur losses due to bargaining. When

asked how they set prices of the goods they are selling, most retailers said it was through

24

judging the worth and the quality of the item being sold. Also, covering the overall cost

was important in the price determination process. Different retailers have different

margin over rates and this depends on the type of products they are selling. On some

goods, retailers earn up to 100% profit but most retailers gain a profit of 25% to 30% on a

regular basis. According to most of the retailers the best time to get a good bargain is in

the morning because retailers want a good start of their day and there are few customers

to deal with at that time. Some retailers give better rates in evening as they have to clear

out their stocks and recover as much investment as possible.

Most of the retailers who were interviewed said that they are able to retain their

customers. Some retailers are even able to retain customers from old Sunday bazaar and

are given lower prices. Some retailers have fixed clients like boutique owners who

always come to their shop.

Retailers buy goods from different places like wholesale markets, used markets and

importing goods from abroad. Most retailers also sell their goods in other malls, bazaars

or stalls on streets. Their opinion is that bargaining takes place at these places too but not

as much as at Sunday bazaar. Retailers think that there are differences in operating at

Sunday bazaar and other places. At malls, retailers’ charge a comparatively higher price

and less bargaining takes places but the turnover of customers is less.

4.3 Proposed Haggling Framework

The researchers have constructed a framework of Haggling in an Open Air Market as

shown in Figure 4.3-1. This dynamic framework consists of the motives of haggling in a

bazaar setting, the factors that influence these motives and the negative or positive

outcomes that further influence the motives of haggling in such set-ups.

Various motives and needs have been identified for a person to engage in the haggling

process that varies from individual to individual. These include different motives,

individual factors and other factors. The motives and needs as shown in the figure are the

25

dominant drives that lead an individual to the haggling process in an open air bazaar set-

up. Some factors have been identified that influence the haggling process that leads to

people haggling differently.

The outcomes gained from the haggling process are either positive or negative. Positive

outcomes include the successful negotiation between the buyer and the seller that leads to

the sale of goods by maximizing their own interests. Negative outcomes occur when

prices increase for buyers, profits decrease for the seller or the buyer goes to competition

and there is no sale of goods.

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Figure 4-7 Haggling Framework

Buyer Price DiscriminationFeeling of ResentmentPaying More than ExpectedBitter ExperiencesTime Consuming

Motives

Saving

Achievement

Social Recognition

Power

Entertainment

Curiosity

Independence

Vengeance

Positive Outcomes(Rewards)

HAGGLINGOther FactorsEconomicNatural EnvironmentTechnologicalPolitical RiskSituationalMarket Factors

7 Ps of BazaarsProductPlacePricePromotionPhysical EvidencePeopleProcesses

Negative Outcomes(Punishments)

Individual Factorso Demographicso Ageo Gendero Incomeo Religion and Culture

o Psychographicso Lifestyleo Personalityo Self Concept

o Psychologicalo Attitudes & Beliefso Motivation

o Socialo Reference Groups

Sellero Feeling of

Resentmento Time Consumingo Greed

Sellero Increased reputation

and credibilityo Increased saleso Dynamic Pricingo Long Term

Relationship

Buyer o Social recognitiono Sense of

achievemento Saving cost

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4.4 Explanation of the Proposed Haggling Framework

4.4.1 Motives of Haggling

Although there has been limited amount of research on what motivates people to bargain, the

researchers were able to generate customer as well as retailer insights regarding bargaining and

haggling behaviour. These insights have given the researchers a base to assess the bargaining

behaviour exhibited by people according to various individual and macroeconomic factors. Also,

through these insights the researchers are also able to ascertain reasons on why people indulge in

the negotiation process in a bazaar setting. The researchers have not only covered the buyers’

perspective but also the retailers’ perspective of the bargaining process in order to reaffirm some

aspects of the research. Also, since bargaining is two sided process, where negotiation takes

place on both sides, it was important to analyze the buyers as well as the retailers.

The reasons and motives of bargaining, however, differ from individual to individual depending

on the nature and personality of the customers and also their surroundings. The motives that lead

to haggling at Sunday bazaar are explained in the following paragraphs:

The main motive that has been identified for haggling at Sunday bazaar is saving. The retailers

quote an inflated price to the customers because they know that negotiations / bargaining would

be done from the customers end as it is a part and parcel of any bazaar. As one respondent said

‘the item they quote as being of Rs. 400 is actually of Rs. 200, so you need to bargain here ’

(Respondent 47, Interview, February 20, 2011). This means that customers are bound to bargain

at Sunday bazaar because the retailers are smart enough to quote a really high price over which

hagglers end up saving cost and non-hagglers end up paying more.

When a retailer was asked as to why they charge inflated and different prices from each

customer, the response was that ‘Being a salesman isn’t easy; it is based on the customer. We

have to see what the nature of the customer is, at what point will he agree to, what he is thinking

and what he understands. I will give you the price based on analyzing your personality’ (Retailer

1, Interview, February 27, 2011).

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Social acceptance is another motive that leads to haggling at Sunday bazaar because customers

claim to buy imported brands from here but would never reveal in their social gatherings that

they bought it from Sunday bazaar at one third of the price. As a consequence, they earn a lot of

fame in their gatherings for wearing such expensive brands that not everyone can afford to wear.

According to one respondent, ‘I don’t like to admit that I buy stuff from Sunday market’

(Respondent 3, interview, February 6, 2011). However, some respondents feel proud to shop at

such bazaars as one respondent quotes, ‘If someone asks me where I got it from then I do tell

them proudly, I’m not embarrassed about it’ (Respondent 13, interview, February 6, 2011).

Another motive that encourages customers to haggle is power. By power it is meant that the

customer has the authority to walk away from a certain retailer if he doesn’t agree upon the price

that is being quoted by the customer. The reason due to which the customer has so much power

is because in a bazaar like setting, there are ample of stalls that are offering the same products.

So if one retailer doesn’t agree to the quoted price, the customer will walk over to the next one so

on and so forth. As one respondent shared his experience ‘I’ll start talking to him, butter him up

and then ask him to give me the shirt at the price I want. I give like 2-4 minutes to him and if he

isn’t listening I move on. I won’t stick with him and keep buttering him unlike my cousins who

spend a lot of time at a single vendor and make a good relationship with him. That is not my

attitude; I don’t tend to keep a relationship with the retailer’ (Respondent 49, Interview,

February 20, 2011).

Looking at the same motive of haggling from the view point of the retailer, it was observed that

the shopkeeper always has a bargaining margin in their quoted price and they are ready to

bargain with the customers, to a certain extent. After that they simply refuse to bargain and they

don’t take interest to sell the product to that particular customer as they know that there are

others willing to buy their product (Observation 8, observation, February 20, 2011)

Sense of achievement is a motive that has been addressed by almost all of the respondents as

they claim that the feeling of achievement that one gains after a successful bargain is just

immense. Customers feel proud after striking a good deal from a certain retailer as they know

that an x amount of money is saved and they can buy another item with that money. A female

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shared her views about the feeling as follows: ‘Oh that feeling of achievement for a woman is

marvelous!!’ (Respondent 6, Interview, February 6, 2011). Another respondent, when asked

about the feeling of achievement, said on his wife’s behalf ‘My wife keeps repeating the whole

day how much money she saved’ (Respondent 8, Interview, February 6, 2011). The same sense

of achievement has another side to it also, this side is of a couple of respondents who actually

feel that this successful bargaining is not a saving for them as the retailers are so smart that they

quote high prices in the first instance only. One not so happy respondent claimed ‘There’s

nothing to be proud of because it’s not a saving, I know that the shopkeepers here have kept a

certain margin, so in actuality I pay the right amount, nothing less’ (Respondent 9, Interview,

February 6, 2011).

To the researchers’ surprise, it came to our knowledge after conducting this research that some

people haggle for the purpose of entertainment. They are indifferent about the fact whether they

are able to strike a good deal or not because they have fun in negotiating to the retailers in their

native language, for example, Pushto. It was observed that there are customers who don’t like to

bargain, they ask prices and if they feel that the product is in their price range then they buy it

otherwise they just walk out as they are not interested in bargaining. They prefer going to places

where the prices are fixed. This also happens when a customer is at Sunday bazaar for

entertainment purpose and just likes asking prices but has no intention of purchasing

(Observation 12, Observation, February 27, 2011).

Curiosity is also another motive that encourages people to visit Sunday bazaar and end up

bargaining for the reason that people are curious to know to what level they can bargain on

unique items that are available here. As one respondent answered to why they come to Sunday

market specifically as: ‘To browse through the market and buy whatever product appeals me’

(Respondent 4, interview, February 6, 2011). Since Sunday bazaar is famous for possessing

unique items that are not found in normal stores, customers come here in search of those items

and try their level best to strike a good deal on it. Another responded said ‘I come here because

there’s a specific quality that you get here that you can’t find anywhere else like jeans, white

pants that are of cotton material is really good and I wouldn’t get this at places like stone age

30

etc., do the quality, design and price is what attracts me here. These jeans I got for 1/10 the price

of stone age’ (Respondent 10, Interview, February 6, 2011).

It was found that a lot of customers come to Sunday bazaar to build a long-term relationship

with the retailers also. Some already have a good rapport with the retailers which in turn gives

them good discounts. For example, numerous retailers have their original shops in places like

Aashiana or Zainab market, so customers who purchase from them regularly are now a part of

their clientele. When they come to Sunday market they end up getting a good bargain because

they are already on good terms with them.

Most people like to be independent while they are shopping and haggling at Sunday bazaar as it

is a matter of their image. Like one respondent said ‘I prefer bargaining alone because I don’t

like it when someone breaks into the conversation. It is a matter of image too’ (Respondent 42,

Interview, February 20, 2011). People find it embarrassing to bargain in front of others because

they think it affects their social status. In short they don’t want others to know that they negotiate

for a couple of hundred rupees. Independence could also be interpreted in the way of decision

making, that is, people who come to shop there alone and haggle they are their own decision

makers, they have to decide then and there whether their buy is really worth it or not. They don’t

have the option of taking a second opinion from anyone.

There are instances when customers haggle with the intention of vengeance .i.e. desire to

compete and win but end up not buying the item. It was observed in an observation that the seller

was bargaining and reducing the price but the buyer wasn’t interested in buying that rug so she

quoted such a less price that the buyer refused to sell. The seller quoted a high price but he was

willing to reduce the price, but Rs 500 was too low for him so the sale didn’t take place

(Observation 4, Observation, February 20, 2011).

If we look at it from the retailer’s point of view then it was observed by the researchers that at

times two buyers want the same thing and this is the time when the seller takes advantage of the

situation. This results in less bargain and good profit margin for the seller. The seller doesn’t

31

indulge in bargaining and sells the product to the one who is paying a higher price (Observation

7, Observation, February 20, 2011).

Another observation that was made by the researchers was that the sellers know the art of

bargaining and they even threat the customer that if they don’t buy now then they will not get the

same discounted deal afterwards (Observation 14, Observation, February 27, 2011). It was found

that retailers have this habit of charging higher prices from women as compared to men so that

they can compete with other sellers and not sell at a loss. As one retailer responded ‘The female

customers bargain a lot more as compared to the male customers. So right from the beginning

we tell them a higher price so that even after bargaining we are not at a loss’ (Retailer 9,

Interview, February 27, 2011).

4.4.2 Factors Leading to Haggling

Based on the findings derived from the customer and retailer interviews, the researchers have

identified the following factors that influence the haggling process.

4.4.2.1 The Individual

Demographic Factors

o Age : It was found through customer interviews that age was an important contributor

in the haggling process. It was believed by some respondents that older aged women

tend to bargain more than anyone. ‘Women keep on bargaining, especially older

women would spend hours bargaining over a single item’ (Respondent 44, interview,

February 20, 2011). However another respondent supporting the view added that

younger men are better bargainers while younger females do not bargain much.

‘Women do it but mostly it is the ‘aunties’ (older age ones). The younger women

don’t bargain but the younger men can do it’ (Respondent 42, interview, February 20,

2011). Also, in some observations it was noted that children influence parents to

make a purchase and sometimes the retailer can use this opportunity to have an upper

edge over the negotiation process. In one such observation it was noted that a retailer

32

was very smart and he took advantage of the situation because he knew that the buyer

will buy the toys at any price as his children were crying for the toy (Observation 15,

observation, February 27, 2011). In another observation, the retailer was not smart

enough to identify the same opportunity when selling sunglasses for children. The

buyer took charge of the situation and bought two sunglasses at a lower price

(Observation 2, observation, February 6, 2011).

o Gender : Gender was analyzed with reference to haggling and some interesting

findings were brought forward. According to customer interviews, women tend to

bargain more than men. Most men said that women bargain more because they can

talk more and argue with the retailer as compared to men. According to one

respondent, ‘they are good at talking whereas men are more the silent type except for

those who are in the field of marketing’ (Respondent 57, interview, February 20,

2011). Also according to other men, women love to shop and nag the retailer till they

can get what they want ‘They shop more and bargain... shouts more and retailers get

confused and give it to them’ (Respondent 41 interview, February 20, 2011). Women

also showcase a determined attitude according to some male respondents. According

to them, some women never give-up trying to convince the buyer to agree on their

price and take ages to complete the transaction. ‘Females just know how to give... they

can’t cut away from the retailer. They make a face at the retailer which pushes the

retailer to raise the price and give them things expensive’ (Respondent 39, interview,

February 20, 2011). According to one respondent retailer can sometimes end up

selling at higher rates to women as with women he is looking for more profit while

with males ‘they look for marginal profit not super profit’ (Respondent 48, interview,

February 20, 2011). On the other hand, women believe that they have more market

knowledge than men and are concerned about savings especially those who have to

run the household budget. ‘They have all the burden of the household budget’

(Respondent 55, interview, February 27, 2011). According to one respondent ‘Men

never bargain’ (Respondent 38, interview, February 20, 2011). In another finding,

men were effective bargainers as they do not talk much and end up closing the sale

with the retailer in lesser time. ‘Females quote really low prices for goods and don't

33

end up closing the sale whereas with men they don't talk much’ (Respondent 36,

interview, February 20, 2011). Also, men were said to have a ‘Better communication

with the retailer’ (Respondent 32, interview, February 13, 2011). It was noted that

men do much more effective bargaining as per the respondents because they have a

straightforward attitude with the customer and value time over money ‘Males are

better bargainers as females start crying for it. They go like “give it” and the retailer

just gives in....Males do proper bargaining’ (Respondent 42, interview, February 20,

2011).

According to the retailer findings, almost all retailers said that women bargained

more than men. ‘It is women that try to act smart. They argue too much’ (Retailer 6,

interview, February 27, 2011). According to them this behavior was habitual and part

of their nature. ‘It’s in their nature to bargain. They are not happy if they buy

something without bargaining’ (Retailer 9, interview, February 27, 2011). Another

reason why women were said to bargain more was because of their concern to save

more as compared to men because women have the responsibility of handling the

household expenditure. According to one such retailer, ‘It is 10% for Men and 90%

for women who is concerned to save. This is because she has to run the whole

household budget’ (Retailer 1, interview, February 27, 2011).

o Income Level : Income has an effect on bargaining behavior. This is supported by

many instances where customers were inclined to save because of the exorbitant

prices as well as budget constraints. According to one customer, ‘There is always a

“mindset” that I won’t spend more than a certain amount’ (Respondent 41,

interview, February 20, 2011). A retailer also agrees to the view and says that ‘it is

the costliness’ (Retailer 8, interview, February 27, 2011), that makes people bargain

in such markets. Also, such bazaars cater to a diversified segment of people and from

various income backgrounds. The middle class are inclined to save more while the

upper class is willing to buy a product at whatever price the retailer quote that justify

the worth of the item. ‘Middle class people are coming here from Korangi and

Lalokhet, Lyari, Nazimabad, Gulshan and they have this habit that they won’t buy

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anything without bargaining. The well-educated class feels bad as he says that he

understand the price of a certain item and says take this money and give me the

product’ (Retailer 1, interview, February 27, 2011).

o Religion and Culture : Religion was another factor that could dominate the sale

process according to the findings of the research. One retailer was insistent on the fact

that he was not biased but would lower rates if the other person was a Muslim ‘It is

our religion and we are Muslims. It is our belief that matters in which we are all

equal. I am not biased. I lower Rs. 50-100, offer cold drinks and tea to my customers’

(Retailer 3, interview, February 27, 2011).

When it comes to culture, some customers believed that bazaar and bargaining was

part of our culture. According to one such respondent the retailers quote him lower

prices because he was fair and looked like he was from the northern areas of Pakistan,

where the retailers themselves belonged to. ‘Some usually confuse me to be a Pathan’

(Respondent 47, interview, February 20, 2011). One retailer believed that language

and same cultural background plays an important role in the negotiation process. ‘You

know how it goes, if the customer gets to know that he is from the same race; then

loyalty develops…People with the same language are good as it is easy and hassle

free, with them, to communicate’ (Retailer 7, interview, February 27, 2011).

Psychographic Factors

o Lifestyle : Kotler and Armstrong (2006) define lifestyle as a person’s whole pattern of

acting and living in the world. Keeping this definition in mind, the researchers

analyzed how people interact and act within an open air market. Every person has a

different lifestyle or seeks to have a different lifestyle. For this purpose,

understanding one’s own self is important. ‘We should know our need and know our

own status’ (Respondent 40, interview, February 20, 2011). When asked if they

would tell anyone about their bargaining skills at Sunday Bazaar, most respondents

were reluctant in doing so. This was because they believed that shopping at Sunday

35

bazaar was not something they would like to boast about as they would be

embarrassed when people make fun of them. ‘If you wear a brand like NEXT, they

will assume that your mother or some relative got it from abroad so you will stick to

that instead of telling them that you got them second hand. Even if it does look second

hand’ (Respondent 47, interview, February 20, 2011). However, a few respondents

said that they would tell people as it was not something to hide but to feel proud of.

One such respondent said, ‘Proudly, to such an extent that when I buy shoes from

stone-age I boast around that I’ve bought them from Sunday bazaar. You know

people wont copy you then because they will come to Sunday bazaar, look for those

shoes, not find them and leave’ (Respondent 50, interview, February 20, 2011). In one

of the observations, the researchers analyzed that many status conscious people from

higher income bracket were concerned less about the prices being quoted by the

retailer, due to which they did not bargain (Observation 6, observation, February 20,

2011). A lot of people visit Sunday market for the purpose of adventure and finding

unique items. According to one retailer, ‘You find very unique items here, at very

affordable rates, and you get everything in this market so people come to buy

something and end up buying a lot of other stuff as well’ (Retailer 11, interview,

February 27, 2011). It was also noted that a lot of people felt a sense of achievement

after bargaining for an item and buying it at the price they wanted. ‘It’s a good feeling

because it makes us realize how these shopkeepers are making fools out of us by

charging such a high price’ (Respondent 12, interview, February 6, 2011). For a few

people bargaining is more of an experience. Even if a person gets a good bargain but

finds the same item at lower price somewhere else, one respondent adds that ‘You will

feel sad but at least it will be an experience for you’ (Respondent 55, interview,

February 27, 2011).

o Personality : When it came to haggling, most customers said that they would interact

with the retailers in a soft manner in order to achieve a good bargain. This was

because they believed that building a good reputation and relationship was an

important point in the bargaining process. One retailer says ‘If a person speaks to me

nicely I will cater him but if it is otherwise I will not waste my time and wait for next

36

person and will not negotiate with him further’ (Retailer 1, interview, February 27,

2011). However some customers said that they would talk nicely to an extent and

would not continue if the retailer is not interested. ‘I start off in a soft way, if he

doesn’t agree then become a bit harsh, even then if he doesn’t agree, I quote my final

price and then walk off if he’s not interested to sell’ (Respondent 11, interview,

February 6, 2011). Another finding was that a lot of people came with friends and

family but few of them liked to shop or bargain alone. ‘I prefer bargaining alone

because I don’t like it when someone breaks into the conversation’ (Respondent 42,

interview, February 20, 2011).

o Self Concept : Most customers believed themselves to be a good bargainer.

According to them this was because they were experienced shoppers and had

knowledge of the market. The qualities of a good bargainer that were highlighted by

the respondents included being humble and confident throughout the transaction

process. ‘First of all he should have the confidence. He shouldn’t waste time.

Whatever you like you should negotiate with the retailer’ (Respondent 41, interview,

February 20, 2011). Also one should have the knowledge and an eagerness to save. ‘A

good bargainer would be a person who has the load of his/her household and has the

responsibility of his/her household and have this sense that this money is mine and I

need to save it where I can’(Respondent 55, interview, February 27, 2011). A retailer

summarizes what it takes to be a good bargainer.

‘A good bargainer knows the actual worth of the item because he/she has

surveyed the market and will not pay more for an item which is not worth

that much money, and they also know how much the retailer will bring

down his price so they make an offer accordingly, they don't make stupid

offers that would force the retailer to ask them to leave’ (Retailer 12,

interview, February 27, 2011).

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Psychological Factors

o Attitude and Beliefs : Over the years, various attitude and beliefs have been formed

about shopping at open air retail markets, that is, bazaars. In this study, the

researchers were able to analyze various attitudes that people had towards the bazaar.

One such respondent while talking about his wife said, ‘She gets it down to 50%

because that’s the norm here. Whatever the shopkeeper quotes to you, you have to cut

the price by 50%’ (Respondent 8, interview, February 6, 2011). Ethnicity has also

been an area where attitudes of customers have formed because retailers have now

been generalized as ‘Pathans’. Respondent 49 (interview, February 20, 2011) said,

‘The ‘pathans’ have become more intelligent. They now have an idea that a

particular product has such and such value in the market.’ Also, gender biases, based

on respondents and retailer interviews, were clearly seen through the research and

explained descriptively in the demographics section of the report, on who bargains

more.

o Motivation : The motives of haggling have been defined descriptively in the “Motives

of Haggling” section of the report.

Social Factors

o Reference Groups and Social Interaction : Social groups tend to have an influence

over the way people haggle or tell others that they haggle. Some people are confident

when it comes to telling people that they have bought a certain item through

bargaining from Sunday Bazaar. ‘I don’t have that thing in me that I say that I’ve

bought an item from Millennium Mall when I’ve actually bought it from Sunday

Bazaar. I don’t have this complex in me. If I’ve bought a second-hand shoe from here,

then what’s wrong with that?’(Respondent 55, interview, February 27, 2011). If a

person gets appreciated for the efforts that he put in to bargain for a certain item then

he would feel a sense of achievement and would be said to have a good knowledge of

the skill. Opinion leaders play an important role when it comes to influencing others.

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‘My wife is very famous amongst her social circle because of her bargaining skills’

(Respondent 8, interview, February 6, 2011). Aspirational groups, such as celebrities,

also turn up at Sunday bazaar and play an important role in shaping behaviors of

people. According to one retailer ‘I have a lot of repeat customers even celebrities

like Bushra Ansari, Maria Wasti etc come to me a lot’ (Retailer 11, interview,

February 27, 2011).

4.4.2.2 Other Influencing Factors

Economic Factors: Economic conditions of a country have a great impact on how

people spend. According to Paul (n.d.) the businesses depend on the state of the economy

of a country. He adds that in order to be successful, businesses should try to predict how

the economy will move in order to survive economic changes. As shown in the research

finding above, there were many respondents who were inclined to save due to the

economy conditions of Pakistan.

Natural Environment: Changes in weather and climatic condition may affect haggling

in an open air market. When a housewife was asked how much time she spend in the

bazaar, her response was, ‘In Summers I spend less time over here because of the weather

but in Winters I spend at least 2 hours’ (Respondent 35, interview, 13th February 2011).

Technological Factors: Carpesomediem, (n.d.) believes that a lot of haggling is being

done for purchasing of consumer electronics. In his opinion, many consumers do not

enjoy latest technological products because of their prices and lack of haggling. He adds

that one should be able to get the latest technology products if proper research on it is

done and proper negotiation process is followed by the customer. In case of bazaars, this

is relevant because there are a lot of high technological products available in the second

hand portion of the market. Retailers here actually do not know much about the products

and hence, consumers can make most of the situation by effectively bargaining for the

items.

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Political Risk: According to Bremmer (2005), political risk is includes all the factors that

might politically stabilize or destabilize a country. According to him, businesses need to

careful analyze this risk along with economic risk as it impacts their performance greatly.

Pakistan has been a politically unstable nation and consumers here have been affected by

this. This factor needs to be monitored when it comes to analyzing the haggling trend in

open air bazaar of developing nations.

Situational Factors: Other factors that influence haggling include:

o Time of Day: Some of the customers believe that evening is the best timing for

getting a good bargain. According to one customer, ‘if you try to bargain in the

morning it won’t be so effective whereas if you come around evening or night you

might easily get a 50% off quoted price’(Respondent 58, interview, February 27,

2011). However, most retailers say that they offer better rates in the morning. This is

because the day is just staring and retailers don’t have many customers to deal with.

One retailer says, ‘Sometimes we do it in order to start the day… it is usually in the

morning’ (Retailer 5, interview, February 27, 2011).

o Harassment: According to one retailer, harassment issues for women were a

common practice in bazaar but women tend to ignore such advances. According to

him, ‘there are a lot of things happening over here like harassing and well educated

females tend to ignore it... it is not that they are scared. Due to being well educated

they know that this is in-built nature of middle class people to do so’ (Retailer 1,

interview, February 27, 2011). This is an important insight for the research as

previously mentioned, women tend to bargain more and their bargaining may be

affected by this variable.

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Market Factors:

o Seven Ps of Services Marketing (Zeithaml et al. n.d.)

Product: The primary reason so many people visit Sunday bazaar is because they

believe that there is a large variety and huge quantity of items available under one

roof. ‘I get all items under one roof with a lot of variety from fruits to vegetables

to household items’ (Respondent 5, interview, February 6, 2011). For people with

fixed budgets or busy schedules Sunday market is a shopping haven. Due to the

different categories and vast range of products, the customer comes here for a one

stop shopping experience. Bargaining or negotiation takes place for almost each

and every product category. This gives an edge to the retailer over the customer

because he might not know how important a product is to a customer but he

knows that what he sells, there is a greater chance that the product might not be

available in the market and therefore he can charge a premium to it. This case is

more common in the second hand goods market than the brand new. According to

one customer ‘kind of imported products we get here, we don’t get elsewhere

although they are used, but in very good condition and are durable’ (Respondent

8, interview, February 6, 2011). Also Sunday bazaar provides a ‘window

shopping’ experience as you never know what you would find. Nearly half of the

respondents stated that they do not come to Sunday bazaar to buy a particular

product, however they come to browse and buy whatever they find to their liking.

This is because that you cannot put a stop to the different kinds of products that

you might come across are not there for a permanent basis, neither do they have

price tags. They are kept for the sole purpose of being sold at a bargain.

Place: The location of the bazaar is quite extraordinary in the sense that it is

situated in the middle of the undeveloped region of the most developed area of

Karachi i.e. D.H.A. Being an open air market it has become a source of

entertainment for the customers and shoppers and has become a bargaining hub

for people from all walks of life.

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Price: Pricing plays a huge role in haggling. Most of the retailers have a ‘no fixed

price policy’ and every customer is quoted different prices according to how the

shopkeeper perceives the customer and how important the product is for the

customer. As there is no fixed price at most of the shops haggling has become a

norm and both the retailers as well as the customers expect negotiation to take

place as quoted by one retailer. ‘To lower prices is inherent in Pakistanis’

(Retailer 3, interview, February 27, 2011). This pricing technique leaves at most

times both the buyer and the seller content with their sale/purchase feeling a sense

of achievement. According to one retailer ‘pricing is an art that a retailer has to

assess who his customer is and judge him. Being a salesman isn’t easy’ (Retailer

1, interview, February 27, 2011). When questioned as to why people bargain

nearly half of them stated ‘overpriced goods’ as being the sole reason for the

same. These pricing methods have dominated the bazaars to such an extent that

majority of the shopkeepers and the customers believe it to be a ‘part of our

culture’ (Respondent 9, interview, February 6, 2011) and prefer it over paying a

fixed price. ‘Its just a practice for people to bargain in bazaars, and basically its

what they like about bazaars that the prices are not fixed and they can get a good

bargain here’ (Retailer 12, interview, February 27, 2011). Some customers are so

fond of haggling that they haggle for fruits and vegetables too even though the

prices are fixed according to a weekly rate sheet.

Promotion: Discounts are offered by many retailers based on how customers

interact with them. ‘We are bound to bargain in a soft manner because only then

will the retailer give us a discount’ (Respondent 4, interview, February 6, 2011).

Supporting this view, a retailer adds ‘We offer discounts to those who are polite

with us’ (Retailer 11, interview, February 27, 2011). Along with price reductions

and bargaining, sellers also use promotional techniques to attract customers like

‘everything for Rs 10’ shop or simply a ‘Rs 10 shop’ as is the case of Observation

15, (observation, February 27, 2011) in which a buyer goes to a ‘Rs 50 shop’ and

tries to bargain down prices however the seller refuses to do so as his promotional

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technique is to attract people to his shop stating that everything at his shop is at a

cheap price of Rs50. Promotional activities like these tend to remain there for

each and every customer and is normally not for a limited time period. On the

other hand there are promotional activities which are spontaneous and are valid

for a single customer while the transaction is in process. These promotions might

not be there for the next customer at the shop. For example, sellers are willing to

bring down prices to make a sale even before the customer asks them to as is the

case of Observation 13 (observation, February 27, 2011) where the seller brings

down his prices to nearly half of what he had quoted at the beginning (less than 2

minutes ago) even without the customer asking him to. They are also willing to

bring down prices as a promotional activity if the customer buys in bulk as in the

case of Observation 14 (observation, February 27, 2011), where the seller is

willing to come down to Rs. 250 from Rs. 350 if the buyer purchases 4 bags.

Through this promotional activity he was generating more sales. However, since

the buyer wanted to buy just one bag, the seller told him Rs. 450 and the deal did

not progress any further. It is not just the buyer always has to make a promotional

stunt, in many cases the buyer expects promotions or ‘bargains’ as in the case of

Observation 11 (observation, February 27, 2011) who expects the seller to bring

down prices of a pair of socks from Rs. 35 to Rs. 25 as he is buying around 6

pairs. As the seller was getting a good ‘bargain’ himself he agrees and the buyer

ends up buying not 6 but 8 pairs.

Physical Evidence: Situated near to the beach Sunday bazaar attracts a crowd

from different towns with different demographics and psychographics as

everyone has a holiday on Sunday. Realizing the vast opportunities that the bazaar

would bring the authorities have renovated the bazaar with paved walkways and

fiber shades to nearly twice its size with huge parking, washrooms and

entertainment facilities including a huge food court. This renovation has attracted

not only poor people but also that with hefty purses and thick wallets, which

shows that bargaining here is not only done as a necessity but also for the purpose

of entertainment. As the level of convenience has increased so has the number of

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people who visit the Sunday bazaar due to which not only more bargaining takes

place but more retailers want to set up a stall. For the retailers the place has

become somewhat of a maze because they believe that because of its huge size

customers can’t seem to remember a stall they had visited the previous week and

due to this the level of customer relationship has gone down. Secondly, according

to some the rents have gone high due to which their bargaining power has gone

down whereas some deny this statement stating that the renovation on the

contrary has brought them more customers and shoppers and the rent does justice

to what they are getting. One respondent says, ‘Rates are higher as retailers costs

have increased due to higher prices of stalls’ (Respondent 35, interview, February

13, 2011). On the other hand the customers or the people who visit the bazaars

find the huge size of the bazaar and the renovation as a plus point as they have

more avenues to bargain and to find what comes to their liking.

People: Most of the retailers rent out a stall at Sunday bazaar because firstly, they

expect better profits as it is a bargaining hub and secondly, because they can make

sales on a Sunday due to higher customer traffic and footfall. As these people

already have their own shops and stores it is not difficult for them to acquire

goods for the purpose of making a sale. Also, whatever is out of fashion, is in

bulk or simply taking space that should be there for something else, is sold at

Sunday bazaar at a bargain price which would be less than if the product was sold

at a shopping mall or plaza. One customer says, ‘They are at the bottom of the

supply chain (at Sunday bazaar) and are the main/integral part of the bazaar and

know very well how to exploit the customer or the manufacturer’ (Respondent 48,

interview, February 20, 2011). This way the retailers make sure that everyone gets

some benefit out of the sale and is content with the sale/purchase. Coming from

different ethnic backgrounds the retailers might seem to dominate a particular

category, however their techniques of selling a product has become so

monotonously similar that customers treat every retailer as a Pathan.

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Processes: Different people have different ways of approaching a retailer for

buying a good. They also differ in the way the haggle and begin the process of

negotiation. According to a few respondents, they greet the retailer and build

reputation with him before negotiating. They believe that this is the key to achieve

successful negotiation.

‘I greet him well with “Salam Dua”. I ask him his name, his age

and then tell him that he is my brother and then I start bargaining

for it’ (Respondent 42, interview, February 20, 2011).

However some customers tend to be straightforward and reach out to retailer in

the following way:

‘Direct Hit! I’ll quote the price Rs. X and if he disagrees then we’ll

walk away from the shop… we know they will call us back’

(Respondent 38, interview, February 20, 2011).

According to one retailer the process of sale begins when the, ‘Customer asks for

a price, we quote a price which is negotiable so that we can agree on the price the

customer is willing to pay as we know the customer will offer a price well below

our quoted price, therefore we adopt this strategy’ (Retailer11, interview,

February 27, 2011).

4.4.3 Outcomes of Haggling

Every process has an outcome that is achieved when the process completes or ends. The

outcomes of haggling are positive as well as negative, in regards to the customers as well as the

retailers. The researchers carefully analyzed the responses by customers and retailers while re-

affirming them with the observations. Following are some positive and negative outcomes that

are concluded to occur when haggling is done.

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POSITIVE OUTCOMES

Self Satisfaction

Self satisfaction is important in the bargaining process. The in-depth customer and retailer

interviews revealed that more than four-fifth of the customers bargain at the bazaars, which was

verified by all of the retailers that the researchers interviewed. Also, almost all of the retailers

confirmed that women tend to bargain more than men. One of the retailers said ‘80% women by

nature have to bargain no matter what price you quote them, it’s in their nature and they can't

be satisfied unless and until they know they have gotten a good bargain, so we have to deal with

them accordingly. Even the men bargain but not as much as men are mostly in a hurry and do

not spend much time on shopping” (Retailer 11, interview, February 27, 2011). Majority of the

customers feel good about the purchase they have made, if they believe that they have gotten a

good bargain. A female respondent commented on it by saying ‘I feel really good and I go home

and tell everyone’ (Respondent 39, interview, February 20, 2011).

Saving Money

Another positive outcome with respect to customers is that it leads to savings. One respondent

said, ‘I’m not elite and if I save some money on it I feel happy about it’ (Respondent 51,

interview, February 20, 2011). Those customers who excel at haggling benefit the most as they

are able to yield the highest savings from their purchases. One of the customers revealed ‘Well

we start off at 50 percent and the vendor eventually gives us a discount of 20-25 percent. It also

depends on the time. If you try to bargain in the morning it won’t be so effective whereas if you

come around evening or night you might easily get a 50 percent off on the quoted

price’(Respondent 58, interview, February 27, 2011).

Social Recognition

As highlighted in the literature review, the research findings and analysis, social recognition is an

important characteristic of the haggling process. It was discovered that family and peers have an

impact on how individual react in a retail set-up. There have been numerous examples mentioned

where respondents were concerned about their self image and how their peers react on their

bargaining and shopping at Sunday Bazaar. However, this view is from the positive angle as

46

people would tell that they have bargained as according to one respondent, ‘If I get something

good from here, I would want my friends to get the same’ (Respondent 45, interview, February

20, 2011).

Dynamic Pricing by Retailers

A positive outcome of haggling for the retailers is that they can charge a different price from

each customer. The ability to practice dynamic pricing leads to more sales, high margins coming

from some customers and less margins from others, but eventually, the retailers are able to sell

more and make reasonable profits. A retailer highlighted this by saying ‘We quote a higher price

initially because we expect the customers to bargain, those who don't bargain end up giving us

more margin therefore we are able to sell at less margins to those who bargain a lot’ (Retailer

11, interview, February 27, 2011).

Building Long-Term Relationships

Another positive outcome of haggling for retailers is that it helps them build long term customer

relationships at the bazaar that results in repeat purchases. As one customer quotes, ‘well, it’s not

always about getting a bargain, sometimes that way you lose a very good vendor’ (Respondent

50, interview, February 20, 2011). A few retailers revealed that by offering good discounts

initially, they develop a bonding with the customer that is long lasting. Therefore, by selling at

low margins initially, the retailers stand a chance of making higher profits later on in the

customers’ stream of purchases from that retailer.

NEGATIVE OUTCOMES

Feeling of Resentment

A negative outcome of haggling is that the retailers lose their temper if the customers keep

pushing for a discount. One of the retailers quoted ‘We try to remain polite, we would ask the

customer to leave if they are not willing to buy at our price’ (Retailer 10, interview, February 27,

2011). Another retailer had a similar response and he was quoted as saying “We have a margin

within which we can allow customers to haggle, if the customer is not happy with it then we let

47

them go without purchasing anything, we never make a loss’ (Retailer 12, interview, February

27, 2011).

Greed

Another negative outcome of haggling is that the retailers intentionally quote exaggerated prices

initially so that they have enough room to offer a discount. This is a strategy now practiced by

majority of the retailers at the bazaar, because they want to remain profitable and at the same

time accommodate the desires of the customers to haggle. One of the retailers revealed ‘we have

a strategy to deal with the customers; we quote a price which is negotiable so that we can agree

on the price the customer is willing to pay’ (Retailer 9, interview, February 27, 2011). Therefore,

those customers who do not bargain end up paying inflated prices.

Customers Paying More

A negative outcome of haggling from the customers’ perspective is that the market price of

products is haggling adjusted. This means that the retailers do not quote the selling price of an

item, but a higher price when inquired by a customer. This increase in price is kept to provide a

cushion to the retailer in case the customer would desire to haggle. The retailers in general,

expect all customers to haggle because majority of the customers do, so this strategy is widely

popular in the bazaar amongst the retailers. The negative aspect of this situation is when

customers who are not good at haggling, or who have no patience for indulging in this sort of

dealing, end up paying a higher price, which is way above the selling price of an item.

Bitter Experiences

Another negative outcome of haggling from the customers’ viewpoint is that it can be

embarrassing when a retailer puts them down in front of people. When customers’ try to haggle a

lot, they are put off by the retailers and asked to leave. This can be embarrassing for a customer

especially if he or she is accompanied by friends or relatives. A retailer admitted by saying ‘Of

course, we don't entertain customers who have a harsh tone, we simply ask them to go to

someone else’ (Retailer 12, interview, February 27, 2011).

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Haggling is Time Consuming

One of the outcomes of haggling which is negative for both customers’ and retailers is that

haggling is time consuming. During the time of day when there is heavy customer traffic,

retailers tend to avoid customers who try to haggle extensively. Customers’ on the other hand

also don’t enjoy waiting so long to get their hands on a product they wish to purchase.

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CHAPTER 5 CONCLUSION

The objectives of this study were to understand the concept of bazaars with respect to local open

air markets and the motives behind shopping at weekly bazaars focusing on DHA Bachat Bazaar,

Karachi.

The study aimed at understanding haggling in an open air market and the interaction between the

buyers and sellers based on the research from 58 customer interviews, 12 retailer interviews and

16 observations. The focus of the study was on analyzing the motives, influences and factors on

haggling in an open air retail set-up.

The researchers’ concluded that the main reasons why people choose to shop at Sunday bazaar

was that they could bargain over prices and the main attraction of such a bazaar was that the

prices were not fixed. According to most of the retailers, people bargain because it is part of their

nature and because of the culture prevailing in our society. Majority of the retailers agreed that

women bargain more than men because it is their nature to bargain and also because of their

tendency to save.

The researchers have developed a haggling model shown in figure 1 according to which haggling

is influenced by factors that lead to motives and needs. Haggling results in positive and negative

outcomes both for the buyer and seller. As explained, the haggling model shows that motives,

factors and outcomes have a two-way reaction on each other. For example, age can have an

effect on how people bargain leading to a certain outcome like better negotiation due to

experience gained throughout one’s life. Likewise, once an outcome like closing a sale at the

bargained price is achieved, the person’s motive of haggling may change and affect his/her

individual or other factors that revolve around him/her, for instance his/her lifestyle or attitude.

Moreover, if a certain outcome is achieved through haggling, the intensity of reinforcement of a

motive may increase or decrease. For instance, if a positive outcome is achieved, the likelihood

of reinforcement of the same motives with more intensity will be high. However, if a negative

50

outcome is achieved, the likelihood of reinforcement would be lower or eradication of that

motive could also occur. Also, motives could have and affect on factors and some factors may

change the motives of haggling.

The main motives that have been identified for haggling at Sunday bazaar are inflated price to

customers, social acceptance, power, sense of achievement, entertainment, curiosity, long term

relationship with the seller and the intention of vengeance, that is, desire to compete and win but

end up not buying the item. Based on the findings derived from the customer and retailer

interviews, the individual factors that influence the haggling process are demographics,

psychographics, psychological and social. Other factors also influence haggling that includes

economical, natural, technological, political, market and situational factors. The outcomes of

haggling that have been identified through this research are positive as well as negative, with

regards to the customers as well as the retailers.

Overall, the benefits of haggling outweigh the costs involved which is why the practice has

become so popular and majority of the customers indulge in this habit at such a bazaar setting.

As far as the retailers’ are concerned, majority of them have become accustomed to it and they

don’t see their margins shrinking or profits declining due to the haggling phenomenon prevalent

in the bazaar. What can be ascertained is that, the retailers have devised a strategy to entertain

this habit and use it for their own advantage. Hence, we see that both parties tend to indulge in

haggling and strive to attain a profitable outcome out of it.

Haggling is very common at a bazaar setting and it wouldn’t be wrong to say that it is a major

attraction for customers. In such bazaars, customers are at benefit as they get a lot of variety of

different goods at affordable prices while the retailers benefit by getting a lot of business.

51

CHAPTER 6 RECOMMENDATIONS

This study on haggling had enabled the researchers to develop a Haggling model. It must be

noted that this research was purely a qualitative and statistical analysis was not applied. Based on

the study, the researchers have identified some recommendations for future researches.

Since this research was based on only one bazaar in Karachi, Pakistan, more qualitative studies

can be done by diversifying the samples from various bazaars in the same city. Also, this can be

done across various bazaars in Pakistan and can be compared to other bazaars across the world.

This will help future researches as it will give a clearer picture of how haggling differentiates on

a broader perspective globally, identifying numerous factors and motives of a wider audience.

The factors, motives and outcomes identified in this research can be studied independently and

explored on an individual basis to understand the impact of each on haggling.

In future, quantitative studies can be conducted to understand haggling based on statistical

analysis where hypothesis models can be made based on the Nash Game theory model.

Researchers can analyze various variables and study their individual impact on haggling as well

as studying the relationship between the independent and dependent variables that have been

explored in this research. Also, more variables may exist that have not been highlighted in this

research and can be studied in full to understand haggling. Experimental models can also be

prepared where observations are taken based on participatory and non-participatory methods.

The study can be replicated by overcoming the limitations identified by the researchers.

Haggling is a concept that needs greater attention in order to understand consumer behaviour is

open air retail settings in order to benefit from the advantages of haggling identified in the earlier

part of the thesis. For this purpose, haggling should be studied as a concept by psychologists and

sociologists.

52

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APPENDIX A: Dates of Interviews and Observations

60

Customer Interview Detail:

RESPODENTS DATE OF INTERVIEW

Respondent 1 6th February 2011

Respondent 2 6th February 2011

Respondent 3 6th February 2011

Respondent 4 6th February 2011

Respondent 5 6th February 2011

Respondent 6 6th February 2011

Respondent 7 6th February 2011

Respondent 8 6th February 2011

Respondent 9 6th February 2011

Respondent 10 6th February 2011

Respondent 11 6th February 2011

Respondent 12 6th February 2011

Respondent 13 6th February 2011

Respondent 14 6th February 2011

Respondent 15 6th February 2011

Respondent 16 6th February 2011

Respondent 17 13th February 2011

Respondent 18 13th February 2011

Respondent 19 13th February 2011

Respondent 20 13th February 2011

Respondent 21 13th February 2011

Respondent 22 13th February 2011

Respondent 23 13th February 2011

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Respondent 24 13th February 2011

Respondent 25 13th February 2011

Respondent 26 13th February 2011

Respondent 27 13th February 2011

Respondent 28 13th February 2011

Respondent 29 13th February 2011

Respondent 30 13th February 2011

Respondent 31 13th February 2011

Respondent 32 13th February 2011

Respondent 33 13th February 2011

Respondent 34 13th February 2011

Respondent 35 13th February 2011

Respondent 36 20th February 2011

Respondent 37 20th February 2011

Respondent 38 20th February 2011

Respondent 39 20th February 2011

Respondent 40 20th February 2011

Respondent 41 20th February 2011

Respondent 42 20th February 2011

Respondent 43 20th February 2011

Respondent 44 20th February 2011

Respondent 45 20th February 2011

Respondent 46 20th February 2011

Respondent 47 20th February 2011

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Respondent 48 20th February 2011

Respondent 49 20th February 2011

Respondent 50 20th February 2011

Respondent 51 20th February 2011

Respondent 52 20th February 2011

Respondent 53 27th February 2011

Respondent 54 27th February 2011

Respondent 55 27th February 2011

Respondent 56 27th February 2011

Respondent 57 27th February 2011

Respondent 58 27th February 2011

RETAILERRETAILERS DATE OF INTERVIEW

Retailer 1 27th February 2011

Retailer 2 27th February 2011

Retailer 3 27th February 2011

Retailer 4 27th February 2011

Retailer 5 27th February 2011

Retailer 6 27th February 2011

Retailer 7 27th February 2011

Retailer 8 27th February 2011

Retailer 9 27th February 2011

Retailer 10 27th February 2011

Retailer 11 27th February 2011

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Retailer 12 27th February 2011

OBSERVATION DATE OF OBSERVATION

Observation 1 20th February 2011

Observation 2 20th February 2011

Observation 3 20th February 2011

Observation 4 20th February 2011

Observation 5 20th February 2011

Observation 6 20th February 2011

Observation 7 20th February 2011

Observation 8 20th February 2011

Observation 9 27th February 2011

Observation 10 27th February 2011

Observation 11 27th February 2011

Observation 12 27th February 2011

Observation 13 27th February 2011

Observation 14 27th February 2011

Observation 15 27th February 2011

Observation 16 27th February 2011

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APPENDIX B: Customer Interview Transcripts

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Respondent # 1

Gender: FemaleIncome Bracket: Age bracket: Early 20’sProfession: Q:How often do you come to Sunday market?A: I come around once or twice a month Q:Why do u come to Sunday market?A: Just to see what items there areQ: Do you like the items here or prices?A: Prices are not that great, but variety is really goodQ: Do you come here with a predefined shopping list?A: Not reallyQ: Do you set a budget for yourself before coming?A: NoQ: Do you come here alone or with family?A: I mostly come aloneQ: Do u live nearby or far away?A: I live near Bilawal HouseQ: What kind of items do your purchase from Sunday market?A: Whatever good comes across us, things like glasses and decoration pieces.Q: Do you bargain whenever you come to Sunday Market?A: YesQ: How do you bargain?A: In a very polite manner, if he agrees well and good otherwise I walk off.Q: how low do you bring the price while bargaining?A: I bring it down to half the priceQ: How do you evaluate the worth of an item?A: I just blindly start bringing the price down to halfQ: Do you discuss with your friends and family if you get a good bargain?A: If someone admires what I bought and asks me then I do tell themQ: Do you feel a sense of achievement after being successful at bargaining?A: Yes it’s a great feelingQ: When you go to places like Park towers etc., do you bargain there?A: NoQ: Any particular reason why u bargain here?A: Because here it seems like it is part of the process and culture.Q: Why do you come to sunday market?A: Because of the variety and pricesQ: Do you have a preference of unused over used items?A: NoQ: Do you buy grocery from here?Q: No

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Respondent # 2

Gender: FemaleIncome Bracket: Age bracket: Early 30’sProfession: Tennis Player, Seher Khawaja

Q: Why do u come to Sunday market?A: I come here because I get everything under one roof, u get shoes here that u wouldn’t get in normal marketsQ: You mean the variety is good?A: Yes the variety is goodQ: So do u come here for the prices?A: No, the prices are not good, if u go to the lunda side, u can get a new shoe for the same money everywhere.Q: Do you come here with a predefined shopping list?A: No, I buy what my kids want to buyQ: Do you set a budget for yourself before coming?A: NoQ: Do you bargain?A: I don’t, but women do, I come cuz my children come here cuz they like buying things form here. They collect money to come and spend here. I’m a pathan so I just have to talk in pushto and the job is doneQ: Where else do you shop from?A: I go to places like Stone Age, Aashiana, Park Towers etc.Q: Do you bargain there also?A: No because they have fixed price tags thereQ: Do you have a preference of used over unused items?A: I don’t buy used itemsQ: Do you buy grocery from here?A: NoQ: Where do you live?A:I live in Defence Phase 1Q: How often do you come here?A: I come twice a monthQ: How many children do you have? A: I have two kidsQ: Do you come here with your kids or alone?A: I come here with my daughter, she’s like “chalo mama udhar chalo, mujhe who lena hai”, she’s a shopaholic.

Respondent # 3

Gender: FemaleIncome Bracket:

67

Age bracket: Late 20’sProfession: Employed

Q: how frequently do you come to Sunday market?A: Twice a monthQ: What kind of items do you purchase from here?A: shoes, bagsQ: Any particular reason of u comin to Sunday market only and not goin anywhere else?A: Because Sunday market is a bit reasonableQ: Do you come here with a predefined shopping list?A: NoQ: Do you set a budget for yourself before coming?A: No

Q: Do you pay the price quoted by the shopkeeper or do you bargain?A: I bargain a lotQ: To what extent do u bargain if he quotes a price of 1000 to you?A: I would ask him to give it to me for 500Q: How do you bargain?A: I have to be polite while bargaining because if you become rude, no one will entertain youQ: Do you go around telling people about how much you bargained here?A: No, I don’t like to admit that I buy stuff from Sunday marketQ: DO you experience a sense of achievement after getting a good bargain?A: Yes the feeling is very nice and I feel proud of myselfQ: Where do you live?A: I live in CliftonQ: Do you come with your familyA: No necessarily, at times I come alone and at times my siblings come with meQ: Do you bargain on every item that yo want to purchase or just the items that you think are expensive?A: I bargain on every product that I want to buyQ: Do you have any preferences of used over unused products?A: Not reallyQ: Do you buy grocery from here?A: NoQ: Why not?A: Because I get it cheaper from defence marketQ: When you go for shopping to places like Tariq Road, do you bargain there also?A: Yes, of course I bargain thereQ: Where do you think bargaining takes place most? Sunday market or other shops?A: I think over here there is more awareness of bargaining because when a shopkeeper sees someone from an upper class family, they would quote a higher price.

Respondent # 4

68

Gender: FemaleIncome Bracket: Age bracket: 19-20 years Profession: Student

Q: how often do u come to Sunday market?A: once a monthQ: what kind of items do u usually purchase from here?A: shoes, bags and whatever cheap items we can getQ: What is your purpose of coming to Sunday market?A: To browse through the market and buy whatever product appeals meQ: Do you come here with a predefined shopping list?A: Not at all, I always end up buying random stuffQ: Do you set a budget for yourself when you come here?A: NoQ: Do you come here alone or with someone?A: I come with my friends, there’s no fun shopping aloneQ: Do u bargain here if u pay the price quoted to u?A: I bargain a lot, if he quotes a price of 1,500 I would bring him down to 800-900Q: In what way do you bargain? Soft or harsh?A: We are bound to bargain in a soft manner because only then will the retailer give us a discountQ: How do you evaluate the worth of an item?A: By the brand and qualityQ: If you get a good bargain, do you tell people about it?A: Why not, it’s a great feelingQ: Where else do u go for go for shopping apart from Sunday market?A: Zamzama and zainab market Q: Do you bargain there also?A: yes of course I do, its in the blood of Pakistani peopleQ: Where do u get a better bargain?A: At Sunday market of courseQ: Which items do u think bargaining is mostly done on?A: Shoes, I bought a pair of shoes worth 900 for 200.Q: Where do u live?A: We live in AKU’s hostelQ: What bargaining tactics do you use?A: I start taking like a pathanQ: Do you also buy grocery from here?A: No, that I get from my area only

Respondent # 5

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Gender: FemaleIncome Bracket: Age bracket: Mid 40’sProfession: Voluntary worker (NGO’s)

Q: Where do u live?A: Near 90 cliftonQ: How often do you come to Sunday marketA: Very rarely, probably once in 6 monthsQ: What motivates u to come to Sunday market?A: I get all items under one roof with a lot of variety from fruits to vegetables to household items etc.Q: What is your opinion about the prices at Sunday Market?A: I think all shopkeepers are very clever and they know which customer they can rob and get maximum money. So customers who have a know-how about bargaining can crack a good deal, but the ones who aren’t good end up paying more.Q: DO you come here with a shopping list?A: NoQ: Do you set a budget for yourself before coming here?A: I don’t feel the need toQ: Do you bargain here?A: Yes I do, and I’m sure everyone doesQ: How do you bargain?A: I bargain in a very polite wayQ: How good are you at bargaining?A: I’m not that good but these days children are better bargainers that their parents so my daughter bargains for the stuff she buys.Q: So if the shopkeeper quotes a price of Rs. 1,000 how much do u bring it down to?A: I try hard but end up paying 800 for it.Q: How do you evaluate the worth of an item?A: The quality and make, whether its imported or localQ: DO you tell others if you get a good bargain?A: No, I don’t like to disclose because people start making funQ: Do u get a sense of achievement after getting a god bargain?A: No, because retailers already tell us an escalated priceQ: Where else do you go for shopping?A: Park towers and forumQ: DO you bargain there also?A: No, they have fixed prices, they don’t allow bargainingQ: Do you buy your grocery from here also?A: NoQ: Do you have a preference if new items over used ones?A: Yes, I don’t buy used items, its unhygienic.Q: What kind of items have you purchased from here?A: I’ve bought books and my daughter is inside that stall buying shirts for Rs. 50.Q: DO you come alone mostly or with your kids?

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A: I hardly come, but my children come very often with someone or the other.Q: What kind of items do your children buy from here?A: Cheap T-shirts and slippers

Respondent # 6

Gender: FemaleIncome Bracket: Age bracket: Late 30’sProfession: House wife

Q: Why do u come to shop at Sunday market?A: I come here just because of my kids because they want to but things for themselvesQ: What items do you and your kids purchase from here?A: I never have anything particular to buy, but the vegetables here are good so I buy those and my kids buy books and shirts from here.Q: Do you make a list before coming here?A: No, I just wander here and there to search for stuffQ: Do u set a budget for yourself?A: NoQ: how often do u come here?A: Once a monthQ: Where do u live?A: In gulshanQ: Do u bargain at Sunday market or pay the price quoted by the shopkeeper?A: We bargain a lot, if he quotes a price of 1,000, I would say 500.Q: Does he agree on 500?A: Yes he does because we are pathan, so I start talking in Pushto because of which they sell at a cheaper rate to us.Q: How do you evaluate the worth of an item?A: By its quality and the brand, local or foreign.Q: Do you tell your friends and family if you get a good bargain?A: yes of course, I like to tell everyone about itQ: How does it feel after getting a good bargain?A: Oh that feeling for a woman is marvelousQ: Where else do you shop from?A: I go to shops at Zamzama and aashianaQ: Do you bargain there also?A: Oh yes, its in my nature, I just have to give it a shotQ: DO you have a preference of unused over used items?A: I only buy unused items, no second hand stuffQ: Do you buy your grocery from here?A: Yes at times I doQ: Do you know about the rate list they have there?

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A: No I don’t

Respondent # 7

Gender: FemaleIncome Bracket: Age bracket: early 40’sProfession: House wife

Q: How often do u visit Sunday market?A: once a monthQ: Why only once a month?A: Because I live far awayQ: Where do u come from, close by or far?A: From PECHSQ: What us your purpose of coming to Sunday market?A: I get everything under one roof that’s whyQ: What kind of items do u purchase when u come once a month?A: 2nd hand items like crockery, books, books, gift items etc.Q: Do u come with a pre defined shopping list or just do impulse buying?A: I mostly come with a pre defined shopping listQ: Do u set a specific budget for ur self when u come to Sunday market?A: Not really, but if I do, I mostly exceed it.Q: Do u come with ur family or alone?A: I come with my familyQ: Do u come here and split up or everyone shops together?A: My children shop for books and all separately Q: DO u bargain when u r shoppin at Sunday market?A: A lotQ: How do you bargain?A: I have to talk to them in a very sisterly mannerQ: So if the shopkeeper quotes a price of Rs. 1,000 how much do u bring it down to?A: I start from 1/3 and they agree upon ½ most of the timeQ: What do u do if the shopkeeper doesn’t agree at half?A: I walk away and he calls me back saying “baji aap ke liye hum kum karay ga”Q: How do u decide the worth of an item that u purchase ffrom here. For example bags?A: It’s a universal fact that the life of these bags is not much, I just buy it cuz of the vibrant colors and as matching with all my suitesQ: Where else do you shop from?A: I mostly go to dolmen mallQ: Do you bargain there also?A: I try to but fail since the concept of bargaining is not present thereQ: Do u tell ur friends and family about ur purchases at Sunday market and how successful u were at bargaining?

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A: Yes, I tell everyone about it, I’m not ashamed of itQ: Do u get a sense of achievement after being successful at bargaining?A: Of course I do, it’s a great feeling for every females.Q: Do you have a preference of used over unused items?A: No I’m not conscious about it since we’re living in Pakistan, I buy whatever likeQ: Do u buy grocery items from here?A: Yes, sometimes I do but that’s expensive here, I get my grocery done from my area at a cheaper rate.

Respondent # 8

Gender: MaleIncome Bracket: Age bracket: early 30’sProfession: Self employed

Q: How frequently do u visit Sunday market?A: twice a monthQ: What kind of itemds do u purchase form here?A: children garmentsQ: do u come alone or with ur family?A: I come with my wife and kids, she does the shopping and I handle the kidsQ: does she come with a pre defined shopping list? A: Oh yes, every time she comes with a list because this way we save up on time as we do focused shopping. We don’t wander around like other people over here.Q: Does she also come with a specific budget in mind? A: Yes, she always does and makes sure that she stays within the budget onlyQ: Does your wife bargain when she shops?A: Oh yes! She bargains a lotQ: How does she bargain?A: She has this natural talent of being successful at it, maybe the sweet way that she talks to shopkeepers and talks to them like a sisterQ: If someone quotes a price of Rs. 1,000, how much would she bargain on it?A: She gets it down to 50% because that’s the norm here. Whatever the shopkeeper quotes to u, u have to cut the price by 50%Q: How do u identify the worth of an item?A: We can identify by the make of it, if its made locally then we can easily get it for a cheaper rate and wold never pay more for it.Q: Do you tell your friends and family about your bargaining skills?A: Yes, my wife is very famous amongst her social circle because of her bargaining skills.Q: Do you feel a sense of achievement when you get a good bargain?A: My wife keeps repeating the whole day how much money she savedQ: Do u only shop from Sunday market go elsewhere also?A:We go to other places also like tariq road and park tower and sometimes come to Sunday market

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Q: When u go to other places for shopping, do u bargain there also?A: No we don’t bargain there because there is no concept of bargaining there, they have fixed pricesQ: Do u live close by or far away?A: We live in defence onlyQ: SO why do u buy clothes from Sunday market only?A: Because the kind of imported products we get here, we don’t get elsewhere although they are used, but in very good condition and are durableQ: Do u have any preference of unused items over used items?A: Not in imported clothes, we wash them properly and they’re good to go.Q: Do you also buy your grocery from here?A: No, that we buy from a shop in our area only because its more convenient

Respondent # 9

Gender: MaleIncome Bracket: Age bracket: Early 30’sProfession: Employed

Q: What kind of items do u purchase from here?A: Books and house hold items, grocery etc.Q: How often do u come here?A: once in 2 months, depending on my moodQ: Do u come alone or with ur family?A: I come with my wife and then we split up here, she does her shopping and I do mine.Q: DO you come with a specific list in mind?A: No because I know there is no use of doing thatQ: DO you set a budget before coming here?A: I don’t feel the needQ: Do u live close by or u come from far away? A: I come from clifton so its not that farQ: Do u bargain when u shop at Sunday market?A: Yes of course, its part of the culture, everyone is doing it.Q: How much do u bargain?A: When the shopkeeper quotes a price, I make up my mind that I will pay only x amount of money for this item, if he agrees well and good, otherwise I go to the next stall.Q: If you are quoted 1,000 for an item, how low do you bring the price to?A: Half the price, no questions asked.Q: How do you evaluate the worth of an item?A: I just bargain blindlyQ: Why do u shop from Sunday market only?A: I go to other places for shopping also like park towers and zamzama, not just Sunday market, but the added benefit I get here is the variety and convenience of everything being under one

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roofQ: Do u bargain in those markets also or only at Sunday market?A: bargaining takes place at every shop in Pakistan, so I bargain in other markets also.Q: Do u succeed in bargaining over here and other markets?A: Yes, most if the times the shopkeeper agrees to the price I quote.Q: In what way do u bargain? Soft or harsh?A: I bargain in a very soft and polite manner so that the shopkeeper doesn’t get angry.Q: Do u go around telling ppl about ur purchases and bargains at Sunday market?A: Yes if the topic comes up then I tell them, no harm in that but I don’t boast about it.Q: DO u feel proud after u’ve been successful at bargaining?A: Theres nothing to be proud of because its not a saving, I know that the shopkeepers here have kept a certain margin, so in actuality I pay the right amount, nothing less.Q: Do u buy fruits n vegetables from here?A: Not necessarily, only when we come here once in 2 months.Q: Are u aware that there is a proper rate list of fruits n vegetables over here?A: Yes I am aware about itQ: Are u charged the same price as quoted in the list?A: My wife purchases that so I have no idea.

Respondent # 10

Gender: FemaleIncome Bracket: Age bracket: Mid 30’sProfession: Employed

Q: How often do u visit Sunday market?A: Once or twice a monthQ: Why do u come to Sunday market?A: I come here b/c there’s a specific quality that u get here that u can’t find anywhere else like jeans, white pants that are of cotton material is really good and I wouldn’t get this at places like stone age etc., do the quality, design and price is what attracts me here. This jeans I got for 1/10 the price of stone age.Q: Do you bargain over here?A: Of course I do, I’m sure everyone does.Q: How do you bargain?A: We have to be very gentle with these pathans as they are short temperedQ: How much did he ask for this pair of jeans?A: He asked for 350 but we got it down to 200 after bargaining, which is a good bargain.Q: How do you evaluate the worth of an item?A: Depends on whether the item is local or importedQ: If you end up with a good bargain, do you tell your friends and family about it?A: Yes I don’t mind, I’m not embarrassed in telling people.Q: Do you experience a sense of achievement?A: Yes it’s a great feeling after being successful at bargaining and convincing a pathan

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Q: Where else do you shop from?A: Zamzama, Aashiana and park towersQ: Do you bargain there also?A: At Aashiana I do but not at Zamzama and Park TowersQ: How come?A: The concept of bargaining prevails at Aashiana but prices are fixed in Zamzama and park towers so there’s no point in even trying.Q: Do u come here alone or with someone?A: I mostly come with my mom and I prefer having someone with me as company.Q: What kind of items do u purchase from here?A: I usually buy jeans, shirts, night wear is really good here, like PJ’s and cute baby stuff.Q: Did u prepare a list before coming here?A: Usually I;m very focused, like I know what I need to buy, but then u look around and get tempted and end up buying things that u haven’t really thought of Q: Do u come here with a pre defined budget?A: You cant really do budgeting for Sunday market b.c so much of impulse buying is done here, plus at time u end up buying a lot of things ant at times u end up buying nothing. Like today I’ve already spent around 4k for shoppingQ: Do u live close by or come from far away?A: I come from Defence phase 1Q: Do u prefer used closed or unused or are u indifferent about it?A: I don’t really have a preference, I’ve been wearing Sunday bazaar clothes since quite a while. I wash them out really well.Q: DO u also buy from grocery from here?A: No grocery I generally don’t buy from here cuz that’s more incidental, as and when required. So I don’t come here specifically for grocery, but if at that time I need a few items I do purchase them.Q: Do you know that there is a rate list for that section?A: No I have no idea about that.

Respondent # 11

Gender: Male Income Bracket: Age bracket: Early 20’sProfession:

Q: How often do u come to Sunday market?A: I come here twice a month on an averageQ: Do you come from far away or do you live close by?A: I live in PECHS, so it takes me 20 mins to get here.Q: What is ur purpose of coming to Sunday market?A: I come here with my friends for a good time, no hard core shopping but if “chaltay phirtay” I like something then I will buy it.

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Q: What kind of items do u purchase from here?A: Any thing I like could be a decoration piece, a painting, jeans or shoes etc.Q: Do u bargain when u shop?A: Not really on items like decoration and painting, but on stuff like jeans I do bargain a bit.Q: So if the shopkeeper quotes a price of 1,000 for a pair of jeans, so how low will u bring the price to?A: 1,000 rupees is insane for a pair of jeans, so I would bring him down to 300-400 max, not more than that.Q: How do you evaluate the worth of an item?A: It mostly depends on the brand and make of the item like if it’s a Zara shirt made in UK.Q: How do u start off with ur bargaining? In a soft way or harsh way?A: I start off in a soft way, if he doesn’t agree then o become a bit harsh, even then if he doesn’t agree, I quote my final price and then walk off if he’s not interested to sell.Q: DO you have a preference of unused items over used items?A: I’m not very finicky about it, if it’s a used one I just wash it in dettol to sterilize it.Q: Do u come here with ur family or alone?A: Family comes here for grocery shopping so I help them with that.Q: Do u bargain over there?A: Yes I do bargain b/c I have the rate list that the government has provided so whoever quotes a higher price, I just take out that list and show it to them.Q: So do u think they charge more than the rate list?A: Yes, if they know that the other person doesn’t have the rate list then they quote a higher price to them to make a fool out of them.Q: So apart from grocery and jeans do u buy something else?A: Yes at times if I come across a good electronic item or a poster then I buy it but that’s very rare.Q: Do u come here with a specific list in mind of the items that u have to purchase?A: I just have a specific list of grocery that I have to purchase and that too is prepared by my mother but no other list.Q: Do u have a specific budget in mind when u come to Sunday market?A: I have a specific budget just for grocery not other random stuff.Q: After getting a good bargain over here, do u go around telling everyone that u struck such a good deal at Sunday market? A: If someone asks me where I got it from then I do tell them that I got it from Sunday market and if they ask how much I got it from them I’ll tell them the discounted price only, won’t boast about the fact that I bargained.Q: Do u get a sense of achievement after striking a good deal?A: Yes a bit but it’s understood that the shopkeeper has made profit out of that, its’ not like he’s going to sell me something which will be a loss for him.Q: Where else do u shop from, apart from Sunday market?A: I shop from Park Towers, Forum and the factory outlets that are near Atrium mall in SaddarQ: Do u bargain there also?A: No, those kinds of shops have price tags fixed on them, which can’t be negotiated. Whereas, at Sunday market there are no price tags which is why people bargain a lot.

Respondent # 12

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Gender: MaleIncome Bracket: Age bracket: 18 yearsProfession: Student

Q: How often do u come to Sunday market?A: Twice a monthQ: What is ur purpose of coming to Sunday market?A: Shopping and food, it’s a nice outing for meQ: What kind of items do u purchase from here?A: I get my clothes, shoes and accessories from hereQ: Do u bargain when u shop?A: I bring my sister along to deal with that part as she is good at itQ: So if the shopkeeper quotes a price of 1,000 for a pair of jeans, so how low will u bring the price to?A: I will bring it down to Rs. 300Q: How do u start off with ur bargaining? In a soft way or harsh way?A: In a soft way because there are mostly pathans here, if we become harsh with them they will not entertain us and will misbehave.Q: Do u come here with ur family or alone?A: I come here mostly with my sisterQ: Do you buy your grocery from here?A: Yes at times I do buy it if my mother requires.Q: Are you aware about the fact that there is a government rate list for fruits & vegetables?A: Yes I recently came to know about it.Q: So do u think they charge more than the rate list?A: If they see there is no rate list in the customers hand then yes, they do charge more but then I take out the rate list from my pocket and they are then bound to charge that price only.Q: Do u come here with a specific list in mind of the items that u have to purchase?A: Not really, I just roam around and buy whatever I like.Q: Do u have a specific budget in mind when u come to Sunday market?A: No, there’s no use of coming with a budget since I don’t have a specific list in mind.Q: After getting a good bargain over here, do u go around telling everyone that u struck such a good deal at Sunday market? A: Yes of course I like to tell people that I saved up on so much moneyQ: Do u get a sense of achievement after striking a good deal?A: It’s a good feeling because it makes us realize how these shopkeepers are making fools out of us by charging such a high price.Q: Where else do u shop from, apart from Sunday market?A: Millennium Mall and Dolmen MallQ: Do u bargain there also?A: I try to but since they have fixed prices, they don’t have a culture of bargaining.Q: Do you live close by or do you come from far off?A: I come all the way from Gulistan-e-Jauhar.

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Respondent # 13

Gender: FemaleIncome Bracket: Age bracket: 45-50 yearsProfession: Housewife

Q: How often do u come to Sunday market?A: Every SundayQ: Do you live close by or come from far away?A: I live in Phase 2Q: What is your purpose of coming to Sunday market?A: Its like an outing for me, plus the things you get here are so interesting that I could spend hours here and not end up buying anything.Q: What kind of items do u purchase from here?A: A lot of things from unstitched clothes to decoration pieces to house hold items, gift items, grocery etc etc.Q: Do u bargain when u shop?A: Of course I do, that’s in our blood.Q: So if the shopkeeper quotes a price of 1,000 for a pair of jeans, so how low will u bring the price to?A: i start off with 1/3 the price and then settle on ½.Q: How do u start off with your bargaining? In a soft way or harsh way?A: I try to talk in a Pathan tone since all shop keepers are pathans here, so “hasi mazaak bhi ho jaati hai” and they end uo giving me a good discount also.Q: How do you decide the worth of an item?A: If I’m in the clothes section, I can tell by the quality of the clothQ: Do u come here with your family or alone?A: I come here with my family children, they roam separately and buy books and slippers and I do my own shoppingQ: Where else apart from Sunday Market do you go for shopping?A: For clothes I go to Aashiana and Gulf, for gift items I go to Uzma and in malls I go to Forum and Park Towers.Q: Do u bargain over there?A: I try to but of course it ends up in a failure since they have fixed prices and the concept of bargaining doesn’t exist there.Q: When you buy fruits and vegetables from here, do you have the Government Rate List with you?A: No I don’t know of any such rate list, is there one?Q: Do you think there’s a difference in price as compared to other markets?A: Yes, they charge a higher price in fruits and vegetables that’s why I only buy from here if its urgent.

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Q: Do u come here with a specific list in mind of the items that u have to purchase?A: Not at all, I come here mostly to spend my time and as an outing.Q: Do u have a specific budget in mind when u come to Sunday market?A: No no, I just buy whatever I like because things here are not that expensive.Q: After getting a good bargain over here, do u go around telling everyone that u struck such a good deal at Sunday market? A: If someone asks me where I got it from then I do tell them proudly, I’m not embarrassed about it.Q: Do u get a sense of achievement after striking a good deal?A: Of course I do, the feeling of saving an x amount of money and allocating it to some other item.

Respondent # 14

Gender: MaleIncome Bracket: Age bracket: late 20’sProfession: Employed

Q: What kind of items do u purchase from here?A: It usually depends on what I come across but mostly clothes, shoes and accessories like dark glassesQ: How often do u come here?A: Twice a monthQ: Do u come alone or with ur family?A: I come with my friendsQ: Do u live close by or u come from far away? A: I come from GulshanQ: Do u bargain when u shop at Sunday market?A: Yes, I try toQ: How much do u bargain if the shopkeeper asks for 1,000?A: I usually bring it down to halfQ: How do u evaluate the worth of an item?A: From its makeQ: Why do u shop from Sunday market only?A: Because its convenient for me as it has everything and good variety alsoQ: Do you prefer used or unused items?A: It doesn’t really make a difference to me, if I like it I will purchase it.Q: Where else do you shop from?A: Millenium Mall and dolmen mall at tariq roadQ: Do u bargain in those markets also or only at Sunday market?A: The concept of bargaining doesn’t exist thereQ: Do u succeed in bargaining over here and other markets?A: Yes of course

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Q: In what way do u bargain? Soft or harsh?A: In a soft way of course, otherwise the retailers wont entertain us.Q: Do u go around telling ppl about ur purchases and bargains at Sunday market?A: No, its embarrassing to tell people that I shop from Sunday marketQ: DO u feel proud after u’ve been successful at bargaining?A: yes, it’s a great feelingQ: Do u buy fruits n vegetables from here?A: NoQ: Do u have any preference of unused items over used items?A: No I don’t, if I like something, I just buy it.Q: Do u also buy grocery from here?A: No

Respondent # 15

Gender: MaleIncome Bracket: Age bracket: 22 yrsProfession: Student

Q: How frequently do u visit Sunday market?A: Every sundayQ: What kind of items do u purchase form here?A: I get shoes, clothes, electronic items and accessories from hereQ: do u come alone or with ur family?A: I come with my brotherQ: do you come with a pre defined shopping list? A: No, I just buy whatever I likeQ: Does you come with a specific budget in mind? A: No no, not at allQ: Does you bargain when you shop?A: Who doesn’t Q: In what way do you bargain?A: I bargain in a very sweet way, I address the retailer as KhanQ: If someone quotes a price of Rs. 1,000, how much would you bargain on it?A: I would ask him to give it to me for Rs. 500Q: How do u identify the worth of an item?A: I just start bargainingQ: Do u tell ur friends about it?A: Oh yes, its nice to show offQ: Do u feel good after bargaining?A: It’s a great sense of achievementQ: Do u only shop from Sunday market go elsewhere also?A: I go to Dolmen mall and Zainab Market alsoQ: When u go to other places for shopping, do u bargain there also?

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A: No, they don’t allow bargainingQ: Do u live close by or far away?A: I live in MalirQ: SO why do u come to Sunday market only?A: Because it is convenient, plus it’s a good outing for usQ: Do u have any preference of unused items over used items?A: No I don’t, if I like something, I just buy it.Q: Do u also buy grocery from here?A: No

Respondent # 16

Gender: MaleAge bracket: 20Profession: StudentQ: Why do you come to Sunday Bazaar?A: I come to Sunday Bazaar because I find a lot of different things here.Q: Is this the only reason or because of something else like variety, etc, etc..?A: Yes there is variety but I don't know much because this is my first visit. I heard you get nice shoes here, so thats why I came.Q: Do you get them for a good price here?A: Yes.Q: Do you live nearby or are you coming from someplace far?A: I live in Gulistan e Jauhar.Q: Are you working?A: I am a student.Q: Do you bargain or pay full price?A: Yes, I bargain. bargaining is a must Q:Why? Whats the reason behind it? Are the prices too high, etc, etc..?A: You know the current situation of Pakistan. People here will try to sell you something for rs1,000 when its cost price would only be rs200. So,bargaining is necessary.Q: How much do you think you should pay in the end for a rs1,000 item?A: It depends on how much the actual cost price is.Q: If someone tells you an item is for rs1,000, how much would you offer to pay?A: At the least, I'd start from rs300.Q: Then do you end up getting it for that price?A: Yes I've gotten it for that much before.Q: How much did you pay for this?A: rs350.Q: And at what price were you told to begin with?A: rs650.Q: Do you just bargain here or in the shops as well?A: Everywhere, everywhere. But of course on branded items you can't do much bargaining. But it is your right to come here and bargain.Q: So do you usually come here every Sunday?A: This is my first visit.

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Q: Hows your experience so far?A: Its better, I just entered and understood the shoes and bought them.Q: Did you find the price ok?A: Yes.Q: Do you just come to this Sunday Bazaar or in other areas as well?A: This is my first time at Sunday Bazaar, because I really don't go to Sunday Bazaar.Q: Do you go to any other weekend bazaars?A: My mother goes to other weekend bazaars for vegetables, etc, etc..Q: But you don't go?A: No, I don't go.

Respondent # 17Gender: FemaleIncome Bracket: Age bracket: Early 20’sProfession: Student Q: Is this your first time coming to Sunday Bazaar?A: Actually I've been coming here since two years.Q: How often do you come? Once a month, etc, etc..?A: I live in Hyderabad so I come here every time I visit Karachi. Now I'm a hostelite here.Q: Where are you settling?A: In Bahria.Q: Why do you come to Sunday Bazaar?A: Basically, you don't find such stuff that comes from abroad here in Park Towers or Forum, and if you do find it, its very expensive.Q: So basically because of the variety and the prices?A: The variety, the colors, the vibrant colors that you see here, the different variety of shoes that you see here - you don't find them in Park Towers or in Forum.Q: And the prices here are good?A: They're very good ! And some of them are not even worn once; they are straight from the companies.Q: Do you bargain over here?A: Yes.Q: How much? 50% reduction, etc, etc..?A: Almost 50%.Q: When you go out to Park Towers and other such places, do you bargain over there?A: I try bargaining but it just doesn't work there, because you know the amount of taxes that they pay there, they cannot really afford bargaining.Q: So they're fixed prices?A: Yeah, fixed prices.Q: And where do you live?A: Over here I'm a hostelite and I have a place here as well. I live in phase 6 Defense.Q: So what type of items do you buy from here usually?A: Clothes, shoes, bags, bracelets, etc, etc..Q: Do you come alone or with your family?A: With my family.

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Q: And then does every one disperse or all go together?A: Depends, depends. Right now I'm with my family but other times I mostly disperse because the stuff that I want, my mother isn't that into.

Respondent # 18

Gender: MaleIncome Bracket: 50 – 100 KAge bracket: 30 – 35 yearsProfession: Employed Q: How often do you come to Sunday Bazaar?A: Once in a month.Q: What kind of items do you buy from here?A: Normally children's' books.Q: You're married?A: Yes.Q: Do you come alone or with your family?A: Alone.Q: Your wife doesn't come with you?A: No, she doesn't like this place.Q: So why do you come here? Is there any particular reason why Sunday Market?A: It is very near to my home; like 5 minutes walking distance.Q: Are there any other reasons? Like the items that they have or the prices?A: Generally, yes.Q: Do you come here just for the prices or for the variety?A: For the variety.Q: You don't get this variety in other shops?A: Yeah.Q: Do you bargain in other shops or just in this place?A: I bargain at both the places.Q: Are you successful over there more or here?A: Here; I find good deals.Q: Do you like the prices here?A: Yeah, at times they might seem high but generally they're ok.Q: And you live in defense?A: Yes.

Respondent # 19

Gender: MaleIncome Bracket: 50 – 100 KAge bracket: 50 –55yearsProfession: Businessman / Self employed Q: What part are you from?A: My house is on Ameer Khusro road.

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Q: How frequently do you come to Sunday Bazaar?A: Twice in a month.Q: What types of items do you buy from here?A: House items, garments, things for kids, etc, etc..Q: So why do you come to Sunday Bazaar? Why not somewhere else?A: Firstly, it’s a good pass time for Sundays. Secondly, in one place you can find so many items in a good atmosphere.Q: And what do you think about the prices?A: Regular consumer items, like the ones people use in their homes, go for the regular rate. However the other items you find here are expensive.Q: Do you have to bargain?A: Yes you have to quite a bit.Q: And do you bargain?A: Yes, yes of course.Q: How much? 50% reduction, etc, etc..?A: For Example, for used items, if someone's selling it to you for rs1,000 its actual price would be rs300 maximum. And for the new items, they ask whatever they wish, so you have to bargain and bring down the price. Q: What do you do?A: Heat proofing, my clients are mostly in DHA. Q: Do you come here alone?A: No, I usually come with my wife. Today I am here with my friend.Q: Do you like the atmosphere here and the prices?A: Yes yes, I find good stuff here.

Respondent # 20

Gender: Female and Male Income Bracket: 25 – 30 KAge bracket: 30 – 35 yearsProfession: Employed Q: Where do you guys live?A: Model ColonyQ: How frequently do you come to Sunday Bazaar?A: About every other week.Q: What is your reason for coming to Sunday Bazaar? Why not somewhere else?A: There’s a lot of variety, and the prices are also good. Other bazaars don't have such good items.Q: What kinds of things do you buy from here?A: Things for the kids, toys, etc, etc.Q: Do you usually bring your children or come alone?A: Usually we do bring them, but today we didn't.Q: What do you buy for them? Shoes, clothes, etc, etc..?A: Q: Do you not buy your groceries from here as well?

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A: No.Q: How much do you guys bargain? Say if someone were to sell you an item for rs1000, how much would you bargain?A: It depends on the item, if it really is worth rs1000 or not.Q: How long have you two been married?A: 10 years.Q: How many children do you have?A: 2.

Respondent # 21

Gender: FemaleIncome Bracket: 40 – 80 KAge bracket: 25 – 30 yearsProfession: Media, Newscaster/Singer Q: How frequently do you come to Sunday Market?A: Not frequently because I'm from Lahore.Q: Who told you about Sunday Market? How did you get to know about it?A: Family and friends. This is my third time coming here in my life.Q: What kind of items do you purchase from here?A: Clothes, shoes, socks, stuff like that.Q: Do you bargain?A: No, I'm not very good at bargainingQ: So the prices are really good over here?A: They're alright, they're not bad. I mean, they're not extraordinary. They could probably come down a bit but I'm not good at bargaining so I don't really try.Q: How’s the variety that you get over here?A: It’s overwhelming- I don't even know where to look.Q: Is there a bazaar like this in Lahore?A: No, there isn't. That’s why I came here for one day and knew I had to come here.Q: So when did you come to Karachi?A: Just today and I leave just tomorrow night.Q: Who are you here with?A: With my music band, we're performing at the Garden Hotel tonight.Q: In Lahore what do you do? Are u studying, working, etc, etc..?A: News anchor at express 24/7.Q: Your good name?A: Mehwish

Respondent # 22

Gender: FemaleIncome Bracket: Age bracket: 21 - 24Profession: Student

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Q: How frequently do you come to Sunday Bazaar?A: I come pretty much every Sunday.Q: Do you live nearby?A: Defense, Phase 6.Q: What have you come to buy?A: Yeah, basically we need shoes, so we came to look for shoes.Q: So why Sunday Market, why not somewhere else?A: Its cheap and there's variety.Q: What do you usually buy?A: Basically, you don't have to have an agenda every Sunday. You can just come and roam around, and then just pick whatever you like. Because there are so many things, there's everything at Sunday Bazaar, everything under one roof.Q: Do you Bargain when you come to Sunday Bazaar?A: Yes, yes of course.Q: Why?A: Because a lot of designer people also come so the prices are generally high.Q: For example, how much would you give for an item that costs Rs 1000A: I would never pay rs1000Q: So how much would you offer?A: Like for an example, if they're selling shoes for rs700, you can actually bring it down to rs150, yeah I'm not joking.Q: New shoes or used?A: In Sunday bazaar most of the things will be used as it is. Im not talking about converse or anything.Q: How do you converse with them? In a harsh manner etc, etc..?A: Oh no, I'm very friendly.Q: What kind of items do you usually buy from here?A: Shoes, socks, there used to be a time when you could buy shirts from Sunday bazaar, but now not so much. The quality has gone really down. Sometimes I buy them but from the other side. This side is better for shoes and the other side is better for clothes.Q: Do you buy nice unbranded stuff from here?A: In clothes, I wouldn't- not anymore, because the quality's not really good. With shoes is doesn't matter, bags and all, I'm not brand crazy.Q: Do you come alone or with your family?A: I come alone, but sometimes with friends.Q: When you come with your friends, do you bargain?A: Yeah, yeah of course, all the girls Bargain Q: Do you feel a sense of achievement after bargaining?A: Yes of course, I tell others how much I bought each item for. Like my rs150 shoes story. I was very happy that day.

Respondent #23

Gender: MaleIncome Bracket: Age bracket: 23Profession: Student

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Q: How frequently do you come to Sunday Bazaar?A: First time since I’m back here but I used to come before I left for UKQ: Do you live nearby?A: Defense, Phase 6.Q: So why do you come, is there any particular reason?A: I'm here on vacations, that why I'm here shopping.Q: Where are you from?A: UKQ: What have you come to buy?A: Yeah, basically we need shoes, so we came to look for shoes.Q: So why Sunday Market, why not somewhere else?A: It’s cheap and there's variety.Q: For what other reason did you come?A: I need to get a pair of socks as well.Q: Do you Bargain when you come to Sunday Bazaar?A: Yes

Respondent # 24

Gender: Female Income Bracket: 15 – 20 K Age bracket: 25 - 30Profession: Employed at a Call Centre Q: How Frequently do you come to Sunday Bazaar?A: Every SundayQ: So why do you come, is there any particular reason?A: For shopping, because it’s cheap and there's a lot of variety. I like levis jeans and I get them here quite cheap.Q: What else do you buy from Sunday Bazaar?A: Shoes, bags, make up etcQ: So if you go to Park Towers, Tariq Road, Zainab Market, etc, etc.. You don't buy items from there?A: The prices are too high in those areas, people can’t afford it.Q: Do you live nearby?A: I live at Nazimabad Q: Do you come alone?A: I come with my cousinQ: So does he come every Sunday as well?A: Yes we come together Q: When you come with friends do you bargain?A: Yes.Q: How much would you pay for a rs1000 item?A: Rupees 200Q: How do you converse with them? In a harsh manner, etc, etc..

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A: Im very nice, I tell them my final offer and if they don't agree than I walk away and then usually they call me from behind and sell it to me.Q: Do you have a preference for used or unused items?A: For example, when it comes to shoes, they have to be nice looking. It doesn't matter if they're branded. Branded items aren't in my price range, so there’s nothing I can do.Q: Do you think you're a good bargainer?A: Yes, everyone tells me I am a good bargainer?Q: What factors make you a good bargainer?A: I don't know really.Q. What makes you such a good bargainer?A. You have to be patient and stick to your offered priceQ: Does your family come to Sunday Bazaar?A: No, not really. They just send me because they think I'm the best bargainer.Q. How much do you spend each Sunday on an average?A. Mostly two to three thousand sometimes even more.

Respondent # 25

Gender: FemaleIncome Bracket: Age bracket: Early Thirties / married / No childrenProfession: Masters in Economics from KU / Teacher Q: How frequently do you come to Sunday Bazaar?A: Very less, about once every 6 months.Q: So why do you come, is there any particular reason?A: When I need something, then I come here. Im not in a habit of coming to Bazaars; I can’t handle it.Q: Do you live nearby?A: Yes, I live in Clifton. Q: What kind of items do you usually buy from here?A: It depends on my needs and wants. Q: Generally what ?A: Clothes, shoes, bags , whatever I need Q: Do you do budgeting when you come here?A: 110 percentQ: And do you bargain ?A: How is it possible for a lady not to bargain?Q: How much do you bargain ?A: A lot, I quote very less price against the asking price then bring him down politelyQ: How do you bargain ?A: Politely, I tell him my range, if he agrees to my offer well and good else I walk awayQ: How do you decide the price of an item ?A: I see how much worth it’s for than I quote my price, if he agrees I buy it else I leave it, also I have surveyed the market so I know the worth of an itemQ: Who do you come with?

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A: I come with my husbandQ: Do you feel proud when you get a good bargain ?A: Yes, ofcourse Q: Do you bargain in other bazaars as well or just here at Sunday Bazaar?A: Yes wherever it’s possible. In malls, such as Park towers and all, they have very stupid sale and discount offers, but people still buy.Q: For an item if the retailer asks 1000 rupees how much do you say?A: I would offer 250 – 300

Respondent # 26 & 27

Gender: Male/MaleIncome Bracket:Age bracket: 20 – 25 yearsProfession: Students of Baqai Q: So why do you come to Sunday Bazaar?A1: It's my fist time here. I heard that the prices are really low here. But there really isn't anything like that here. A2: First time, I live near Buffer zone so I go to Sunday Bazaar near my areaQ: Where do you usually shop?A1: Dolmen Mall, Tariq Road usually.A2: Dolmen Mall, Tariq Road usually.Q: Comparatively, are the prices lower here?A1: Yes a lot less. And there is a lot of variety here.A2: Yes less compared to other markets Q: What have you noticed here?A1: Here, You can bargain a lotA2: Bargaining is a must hereQ: What time did you guys come?A1: Since Ten O’clock we’ve been here. A2: Since Ten O’clock we’ve been here.Q. Have you bought something?A1. We got jeans for 300 rupees; retailer had asked for 550, we had to argue a lot to bring him down. A2. We had to fight a lot and waitQ: Are you all students? A1: We are students of Baqai Medical University. Our houses are very far away and we don’t get time for shopping so we all took time out to come to Sunday Bazaar today for shopping. A2:Q: How frequently do you guys come to Sunday Bazaar DHA?A1: It’s our first time, we heard of this bazaar from our friends so we thought we should comeA2: Yes we heard that prices are very low and my family also comes here so they asked me to do my shopping from here because you get good clothes at low prices, and you also get original branded clothes but ofcourse second handQ: What are the benefits of bargaining at Sunday Bazaar?A1: I got these used branded glasses for 250 which you won’t get less than 1500 from a shop

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Q: Do you guys also come here for entertainment purposes? A1: Yes of course, coming here is like an outing A2: Yes it’s a sort of entertainment for usQ: Had you set a budget before coming? A1: Family said we won’t give you money for shopping so well whatever pocket money I have is my budget right now. Q: Do you bargain at other bazaars as well?A1: At other bazaars they don’t have a lot of margin so you cannot bargain that much, but here there’s a lot of room for bargaining.A2: Here retailers have also set a fixed price below which they do not sell, so as to maximize their profits.

Respondent # 28Gender: MaleIncome Bracket: Age bracket: 20 - 25Profession: Student Q: Where do you live?A: Near SzabistQ: How often do you come to Sunday Bazaar?A: Whenever my sister wants to come actually.Q: And how often is that?A: Every Sunday.Q: What kind of Items do you purchase?A: My sister's out buying shoes, slippers, and other things for herself. So I buy some shirts.Q: So do you usually buy used or unused?A: Well its good if we find good quality in used, otherwise we buy brand new. It depends on the price and variety. Q: Have you decided what to buy before arriving?A: Yeah I usually come for shirts and shoes.Q: Are the quality and prices good?A: Yeah. The used ones are around 150 and the new ones start at 250Q: Do you bargain?A: Yes. I do Q: So How much does the shopkeeper say?A: For example, this one he said was for 110. so how much would you bargain with the poor guy? I'd say 100, nothing less.Q: So why Sunday Bazaar? Why not shop somewhere else?A: There's more quality, more variety, and its cheaper.Q: Do you bargain when you shop at other places, like Park Towers, or just and Sunday Bazaar?A: Yes obviously. Because I'm sure you're aware that the prices are really high over there.Q: How much would you offer for an item that costs rs1000A: If someone here says shoes are for rs1000, I would automatically offer rs400.Q: And how much do you end up getting it for? A: Around rs550-600

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Q: How do you decide how much each items actual worth is?A: I take the price and divide it by 2, half the given price.

Respondent # 29Gender: FemaleIncome Bracket: Age bracket: 20-25Profession: student Q: What kind of items do you buy form Sunday bazaar? A: Bags, flip flops, etc, etc..Q: Do you bargain?A: Yes we have to bargain.Q: How much do you bargain?A: About half the given prices.Q: Do you have fun bargaining?A: Oh yes, we come to Sunday Bazaar and know that this is the place to bargain. Q: So Sunday Bazaar also fills entertaining purposes?A: Entertainment purposes, eating purposes, shopping purposes. All in one. Q: What feeling do you get when you purchase an item for a really good price?A: I feel very happy that I got something for such a good price.Q: So then do you go out and tell your friends about your good bargains?A: Yeah of course! Q: How frequently do you come to Sunday Bazaar? Once a month? Every Sunday?A: Not every Sunday, twice a month. Every other Sunday.Q: How much do you usually spend when coming to Sunday Bazaar?A: Usually we bring rs1000Q: Do you usually have in mind what you want to buy before coming?A: Yes sometimes. And other times I just come to see what there is.

Respondent # 30

Gender: FemaleAge bracket: 30-35Profession: Housewife Q: How frequently do you come to Sunday Bazaar?A: Every other Sunday.Q: Do you live nearby?A: Defense, Phase 6.Q: So why do you come, is there any particular reason?A: I'm here on vacations, that why I'm here shopping.Q: Where are you from?A: UKQ: What have you come to buy?A: Yeah, basically we need shoes, so we came to look for shoes.Q: So why Sunday Market, why not somewhere else?

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A: Its cheap and there's variety.Q: For what other reason did you come?A: I need to get a pair of socks as well.Q: And you come here fairly often?A: Yes.Q: What do you usually buy?A: Basically, you don't have to have an agenda every Sunday. You can just come and roam around, and then just pick whatever you like. Because there are so many things, there's everything at Sunday Bazaar, everything under one roof.Q: Do you Bargain when you come to Sunday Bazaar?A: Yes, yes of course.Q: Why?A: Because a lot of designer people also come so the prices are generally high.Q: For example, how much would you give for an item that costs rs1000A: I would never pay rs1000Q: So how much would you offer?A: Like for an example, if they're selling shoes for rs700, you can actually bring it down to rs150, yeah I'm not joking.Q: New shoes or used?A: In Sunday bazaar most of the things will be used as it is. Im not talking about converse or anything.Q: How do you converse with them? In a harsh manner etc, etc..?A: Oh no, I'm very friendly.Q: What kind of items do you usually buy from here?A: Shoes, socks.. there used to be a time when you could buy shirts from Sunday bazaar, but now not so much. The quality has gone really really down. So sometimes I buy them but from the other side. This side is better for shoes and the other side is better for clothes.

Respondent # 31Gender: Male Income Bracket: 50000+Age bracket: 35-40Profession: Working for British Council Q: Where is your residence? A: CliftonQ: How frequently do you visit Sunday Bazaar?A: At least after 2 yearsQ: and how often do your family members visit Sunday Bazaar?A: Every 2nd monthQ: Why do your family members come to Sunday Bazaar?A: “Tafreeh” (Entertainment)Q: When buying anything, do they bargain? A: Why not... (They do)Q: what type of bargaining is it? Is it on everything?A: Here (at Sunday Bazaar), we bargain for everything

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Q: And do you bargain on fruits and vegetables too?A: we don’t go towards that sideQ: What do you usually buy?A: Garments… (Points towards shoes and purses)Q: Is it just for fun that you bargain? Or you want to buy the best thing for the price you pay?A: It is sort of the best thing for the price I pay.Q: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: Its upto the product…Q: What aspects are important in a product when making a purchase or bargaining? A: What the product is… for example I want to buy a bag, I will know that the bag is worth it or notQ: Does everyone in your house bargain?A: It depends... there are some who do and some who don’t like itQ: In your perception do men bargain more or women?A: Women

Respondent # 32Gender: FemaleIncome Bracket: 100000+ Age bracket: 45-50Profession: Housewife Q: Where is your residence?A: Hyderabad (though later on she said she is currently living in Defence)Q: How frequently do you visit Sunday Bazaar?A: Sometimes its every week.. and sometimes its on a monthly basisQ: Is there a specific reason that you come to this market?A: First of all it’s close to my house, and secondly you get a lot of variety over here.Q: What items do you purchase in this market?A: mainly decoration pieces and crockery.Q: Do you go towards the purses and shoes shops?A: I don’t go towards that side mostlyQ: Do you bargain?A: Yes I do bargainQ: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: Rs. 300-500Q: On what basis do you quote the above price, looking at the product?A: It is what appeals to me about a product. If I like it…Q: Is quality important?A: Yes quality should be goodQ: Why do you always prefer buying decoration pieces and crockery from here?A: Because you get unique pieces from hereQ: Do men bargain more or women?

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A: Over here, both genders bargain. I would say that men bargain more.Q: Who do you bargains more effectively? ReasonA: Men… because they can communicate with the retailer more better and females don’t give much attention to everythingQ: Who do you come with to Sunday Bazaar?A: I come with family… but they leave me alone and I keep on shoppingQ: How much time do you spend here?A: It can take the whole dayQ: Do you enjoy being here?A: Yeah I enjoy being here.Q: Could we say that you come here for entertainment?A: Exactly… Sundays are the days we get free and we don’t get to go anywhere else.. so we come here for entertainment and to get out of home…“halakay fazool cheezain ley jatay hain jo ghar pay pari huwi hain.. per yehan say zaroor ley jatay hain”

Respondent # 33

Gender: FemaleIncome Bracket: 40000-60000Age bracket: 50-55Profession: Housewife/ Landlady Q: Where is your residence?A: DefenceQ: How frequently do you visit Sunday Bazaar?A: Every WeekQ: Why do you come to Sunday Bazaar?A: Come to purchase imported/foreign items (2nd hand) Q: What do you purchase mostly?A: Decoration pieces, crokery, utensilsQ: Do you purchase shoes and purses too?A: I never buy themQ: Why do you purchase from this market only?A: you get good quality items hereQ: Do you bargain?A: yesQ: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: I know these people put up an act (“mujhay pata hai yeh log drama kertay hain”). I will get it for Rs. 600. Q: From what price do you start quoting for the item?A: I am a regular here… so they know meQ: Do you think females bargain more or men?A: Females… Men don’t know how to Q: Is it just for shopping that you come here or is it an entertainment for you?

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A: I am just here for shopping... My son lives in Dubai so I buy things for him from here and take it there for his use.Q: Who do you come with to Sunday Bazaar?A: Sometimes with husband and sometimes with family.Q: Do you visit any other bazaar other then Sunday Bazaar?A: No I come here because this is close to my house…Q: Do you think bargaining takes place at other shopping areas too or is it just bazaars?A: this is expensive as it is in DefenceQ: Do you prefer buying items from here or shopping malls?A: Over here the rest of things are “kachra” (junk), I usually buy imported items from here only as I know these are from abroad and are expensive there as compared to here.Q: Do you think the renovation of the Bazaar has made it better or more expensive?A: I think that rates are the same… Q: Do you think the retailers are now more intelligent? A: Yes (“bhuut teez hain pathan”)…because now they know that this is imported and this is not.. These utensils I just bought are Japanese and are really expensive in Dubai but the retailer knew its value so he did not give it to me below Rs. 1000 and I had to buy it on their price.

Respondent # 34Gender: Male (with wife)Income Bracket: 50000+Age bracket: 30-35Profession: Customer Services Manager in Mobilink Q: Where is your residence?A: PECHSQ: How frequently do you visit Sunday Bazaar?A: Twice a monthQ: Why do you come to this Bazaar, considering that you live in PECHS?A: I come here for window shopping or buying one or two thingsQ: What do you buy from this bazaar usually?A: Children clothesQ: Do you bargain when making a purchase?A: Yes we doQ: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: we know the actual cost and if in the market it is for thousand then over here (Sunday Bazaar) it can be bargained because its an open air market. I would start from 50% that is Rs. 500 and then negotiate with the retailer.Q: Has there been an occasion where you’ve bought an item for Rs. X and when you visit other markets later you see that there it has a much lower price?A: No actually, when we are in the market, we know the price of that product so its decided accordingly.Q: So when you look at a product, on what do you base your price quote at?A: Here (Sunday Bazaar) we see that it should be brand new and not been used.Q: So you don’t go towards the second hand items portion of the bazaar?

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A: no we just look at the brand new products.Q: Is there bargaining on brand new items too?A: YesQ: Do you prefer buying items from here or shopping malls like Gulf Ashiana etc?A: We prefer shopping at shopping malls in comparison to Sunday Bazaar. (Wife speaks up) this market is for casuals, I Don’t see anything for formalsQ: Do females bargain more or men?A: Females (wife)…. Husband says I Don’t bargain as I don’t want to waste time on bargainingQ: Do quarrels occur amongst you both when a purchase has been made by either partner? A: Yes on several occasions we have bought items expensive at Uzmas… so there is no difference whether it is Uzmas or Sunday BazaarQ: Do you visit the grocery area here for buying vegetables and fruits?A: Not as muchQ: So you come here for…?A: Just an outingQ: Just for you both or for the whole familyA: Whole family comes together

Respondent # 35Gender: FemaleIncome Bracket: 100000+ Age bracket: 35-40Profession: Housewife Q: Where is your residence?A: DefenceQ: Why do you come to this market?A: It is near to my house… and the other thing is that I only come here to enjoyQ: How frequently do you visit Sunday Bazaar?A: Every weekQ: How much time do you spend at Sunday Bazaar?A: In Summers I spend less time over here because of the weather but in Winters I spend at least 2 hoursQ: What items do you purchase from here normally?A: anything that appeals me… I don’t have anything on my mind… anything I like.. I buy.. I visit every stallQ: Do you bargain?A: Rarely… but I doQ: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: I will buy it for Rs. 800.. if he gives it to me for this amount then its fine or else I will leave it.. “mein majboor nahi hoti”Q: Do you think men bargain more or women?A: Females do it more... but men also do it… Q: Who do you come with?A: With Husband

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Q: Does your husband bargain?A: no he doesn’t… He disappears when I start bargaining *laughs* Q: Is there an argument between you both when either of you buys anything expensive?A: NoQ: Is this just like an outing for you both?A: Yes you could say soQ: So do you have lunch here as well in the food court?A: No… we once had something to eat from here and I got sick…Q: So do other family members visit Sunday bazaar too?A: Yes my sister does come but she lives in her own house…Q: Do you discuss the purchases that you made in Sunday Bazaar in family gatherings?A: Yes… definitely!Q: Do you think your sister is a better bargainer then you?A: No I think I am a better bargainerQ: In your opinion, what does it take to be a good bargainer?A: You shouldn’t be too desperate… or you get into an argument or feel bad…Q: Do you usually shop here or other markets too? A: I go everywhere… but I usually come here because 2.5 hours you can spend here nonstop and its an outingQ: Do you think after the renovation of Sunday Bazaar, there has been an effect on prices?A: Yes there is a lot of change in prices... Things have become more expensive… the stalls are no more expensive for these retailers... so they in return have doubled their prices.Q: Do you think the retailers are now smarter then before?A: Yes definitely… “bhuut Chalak hogaye hain”… they don’t beg people to buy their goodsQ: Do you purchase grocery (vegetables/fruits) from here?A: yes at times I do…

Respondent # 36

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket: 25K-30K Age bracket: 30-35Profession: Salaried Q: Firstly, what area do you live in? A: North NazimabadQ: and how frequently do you visit Sunday Bazaar?A: This is one of my first few visits here…Q: So far, what has your experience been like during your visits here?

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A: its been okay… just that this market is very big and you find a lot of things hereQ: So In your opinion is this bazaar different from other markets?A: It is not really different but it has a lot of variety… (Pauses) A lot of quantity tooQ: What have you purchased during these visits?A: i’ve mostly bought shoesQ: So do you prefer shopping in the second hand or the brand new portion of this bazaar? A: I usually shop at the second hand (used items) portionQ: So don’t you feel awkward shopping at the used items side?A: Nope.. Not at allQ: And have you ever bought fruits and vegetables from here?A: No I haven’t Q: Do you bargain?A: Yes Definitely..Q: So when you’re bargaining, does the retailer encourage the negotiation process?A: Yes they are… not mostly during the day.. But usually at night they are more interested to make a saleQ: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: If the item that I am buying is good... Then i’ll see and estimate the price for it… I might end up buying it for Rs.500-600…Q: What exactly do you mean by the term “good” for an item that you’re about to purchase?A: I mean it’s already used but by appearance it looks new…Q: Is it just the appearance that you look for to make a purchase?A: I mean it should be comfortable and good in appearance.Q: So what do you think about quality?A: Yes I think the quality should also be good…Q: So let’s say you like this shoe. Now how will you begin the conversation with the retailer?A: I just ask how much the item is for.. I don’t talk for longQ: And he tells you the shoe is for Rs. X… now how do you respond?A: Well i’ll see what the reasonable price should be… then i’ll look at my range (budget) and probably quote a price that is Rs. 50-60 lesser than my range.Q: If I say the shoe is for Rs. 1000, then? A: If I think the reasonable price for it is Rs. 800 then i’ll probably say Rs.600-700 for it.. If he gives it for that then it’s alright Q: How much time do you spend on bargaining with one retailer… for something you really like?A: Not more then 5 minutes…Q: How do you feel when you buy an item for the price you want through bargaining?A: I feel very happy!Q. How do you feel when you buy an item for the price you want through bargaining and later you find it cheaper some where else?A: I feel embarrassed...Q: In your opinion, do you think you are a good bargainer? A: No I don’t think I am a good bargainer

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Q: Do you come alone or with anyone to this bazaar? A: I come here with family… my wife has come for the first time but I usually come with my sisters.Q: So do you prefer bargaining with either of them or individually?A: I prefer bargaining aloneQ: In your opinion, are you a better bargainer than your wife?A: My wife doesn’t know anything… I believe I am the better bargainerQ: In your perception do men bargain more or women? And why do you say so?A: Males bargain more… as female usually quote a very less price and they usally don’t end up closing the sale… With men the retailers don’t talk much they just give it… but with females the bargaining process just keeps on going…Q: Do you visit any other bazaar other than this one?A: No… we come here or go towards sea viewQ: In Comparison to other markets, do you feel that Sunday Bazaar is economical?A: Yes I think it is reasonably priced…Q: Do you go towards the brand new items portion of this market too?A: I rarely go towards that side.. I just come here for shoes mostly…

Thank you so much for your time!

Respondent # 37

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.A: Okay

Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket: 25-30kAge bracket: 35-40 Profession: Medical Officer Q: Sir firstly, we would like to know where your residential area is?A: I live in CliftonQ: How frequently do you visit Sunday Bazaar?A: Uhmm... Twice a month Q: Is there a specific reason that you come to this market?A: You get a lot of things here…Q: Is there a specific item that you buy from here?A: Not anything specific…clothes maybeQ: What do you usually buy from here?A: I buy Vegetables almost every time. Other then that toys.Q: So do you prefer coming on the brand new items side or the second hand one?A: I usually come to the second hand side.Q: So why do you come here?

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A: Over here it’s like you get everything you wantQ: Do you prefer coming alone or with someone?A: I come here with familyQ: So tell me, do you bargain?A: Yes I do bargainQ: and why do you bargain?A: According to my judgment, I think these retailers quote a much higher price, infact double, than what it should be Q: and how do you judge the price of an item?A: I believe the price is usually half of what they quoteQ: So when you’re bargaining, how does the negotiation process begin?A: let’s say I like a thing. I usually ask the price for it. If I agree to it I will buy it or I would move forward if it is not up to what I have in mindQ: How much time do you invest on one retailer if you really want to buy an item?A: 5-10 minutes maybeQ: How do you feel when you buy an item for the price you want through bargaining? Sense of Achievement?A: I feel good…and yes I do feel that i’ve achieved what I wanted toQ: Does it feel like you’ve won against the retailer?A: Not at allQ: Do you sit and discuss with family member or friends in social gatherings about the things you’ve purchased from here?A: No I don’t tell themQ: and why is that?A: there are some people I would tell but usually I don’t Q: Do you visit other markets like Sunday Bazaar?A: no I don’t because this market is close by and I prefer coming here.Q: In comparison to markets like Gulf, do you feel this market is more economical?A: Yes prices are low hereQ: Do you have a predefined budget when you come here? And do you at times overspend that limit?A: Yes…I usually come with a mindset that I will spend Rs. 1000. And at times I do overspendQ: How much time do you spend here?A: It depends on how much time I have on hand…2-3 hours (on prompting)Q: Is shopping the only reason for which you visit Sunday Market?A: Yes shopping is the only thing I come here for…Q: So as you’ve said that you buy vegetables from here, do you know that there is a rate sheet? Do you bargain on that?A: Yes.. I keep that in hand.. If they quote higher, I move forward but there are instances where you have to buy on what they quote. (dena perhta hai)Q: Do you think there is bargaining on the brand new items over here?A: There are fewer items that are brand new over here…Q: Is quality an important aspect of buying a product?A: Yes definiftly

Thank you so much for your time!

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Respondent # 38

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

Can we also record the audio of this interview?A: Yes

Gender: 2 Females Income Bracket:Age bracket: 20-25 Profession: Student Q: How frequently do you visit Sunday Bazaar?A: uhmmm. Whenever I get time I come here….Q: and how many times is that in a month?A: At least twice or thrice in a month… I am a regular hereQ: Where is your residence?A: I live in Defence, khayaban-e-shahbaz. Q: Why do you come to Sunday Bazaar?A: I have a lot of fun here… it’s a good time pass.. The things are good here Q: What do you purchase from here mostly?A: whatever is good… that I likeQ: and what exactly is “good” when we talk about an item that you want to purchase?A (1): that has a reasonable price (Respondent 1)A (2): there are a lot of people who cannot go abroad for shopping. These things are available in this market and they can buy foreign items from here easily…this is not Sunday bazaar… This is London Bazaar… (laughs) (Respondent 2)Q: Which side of the market do you prefer going to, the brand new items one or the second hand side?A: We browse both areas of the marketQ: What items do you purchase from this market?A: (Respondent 2) I usually come here occasionally but she (points toward the respondent 1) comes here to purchase shoes and hand bags.Q: And while purchasing those do you bargain?A (1): Yes... A lot! (Respondent 1) A (2): Yes Of course! That’s where the fun is.. (Respondent 2)Q: and why is it so much fun?A: Because they (retailers) quote the price so high on purposeQ: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: The main price that you have… let’s say is Rs. 700 so you’ll quote 400 and that way he will agree upon Rs. 700…Q: How do you begin negotiating with the retailer?A: Direct Hit! I’ll quote the price Rs. X and if he disagrees then we’ll walk away from the shop… we know they will call us back

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Q: And you expect him to call you back.. How do you feel when he doesn’t call you back?A: If we know that he will give it, we shoes some attitude… but he doesn’t call back and we really like the thing, we ourselves will go back to the retailer as we know that on this price we can’t buy the item in other shopping places as reasonably priced… Q: So who do you come with to this market?A: We usually come here with family… Q: So do you prefer bargaining alone or with them?A: I like to bargain on my ownQ: Do you believe that you’re a good bargainer?A: Yes…Q: and what characteristics does a good bargainer have?A: who doesn’t ever tell the actual price of the item.. The seller won’t ever tell his actual price and the customer will never actually let the seller know his priceQ: How do you feel when you buy something on the price that you really want?A: Happiness!Q: and how would you feel when you buy something on the price that you really want and you find out later that you’ve bought it expensive?A: I will feel really bad...Q: Do you buy fruits and vegetables from here?A: Yes we doQ: and do you bargain over their prices?A: Nope we don’tQ: So you follow the rate sheet that is available?A: The rate sheet is according to the location Defence... If we buy from somewhere else then we know the prices will be lowerQ: Do females bargain more or men?A: Females… Females… Men never do it…Q: Why so?A: Men never bargainQ: Is the retailer smarter now that the market has been upgraded?A: No I don’t think so…

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Respondent # 39

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket: Age bracket: 18 Profession: Student Q: Where is your residence?A: Defence Phase 1Q: How frequently do you visit Sunday Bazaar?A: I come here twice a monthQ: Who do you come with usually? With friends, family…?A: I come here with my cousinsQ: So do you ever come with your parents?A: RarelyQ: Why do you visit this market? A: There is a lot of variety here… and it keeps changing after a few days…Q: What do you usually purchase from here? A: I buy shoes, chappals… whatever I can get…Q: Do you usually buy from this market or do you visit other markets too?A: I visit other places too but here we can negotiate on rates as there is a lot of bargainingQ: Which side of the market do you prefer going to, the brand new items one or the second hand side?A: I buy brand new items..Q: Do you have a predefined budget set in your mind before coming here?A: Yes I do… normally it is Rs.500-1000Q: As you know we are standing in the second hand portion of this market and you are buying items from here…A: not everything is second hand here… as you can see those shoes are new.. They are from China and I don’t buy second hand itemsQ: Do you think there is a bargaining margin when you’re buying brand new items?A: Yes definitely there is… at least it goes up to 50%Q: so you do bargain here?A: Yes and that to 50%Q: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: I will make sure I buy it for Rs. 450-550… I will quote it for 450 and he will give it to me for Rs. 500Q: How will you begin the negotiation process with the retailer if you want to buy something at a lower price?

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A: I will quote the price…Rs. 400.. Then I will go and he will say Rs. 500 and over here the retailers call you back… Q: And if they don’t call you back, then do you feel bad?A: No. Every retailer stall has the same thing. I will buy it from another stallQ: Let’s say you bought an item and you go to another shop and see it is priced much lower, how would you feel?A: Once I buy something I don’t go to other shops and ask for the price of the same item.Q: Let’s say you bought an item for the price you wanted, how do you feel?A: I feel really good and I go home and tell everyoneQ: Oh and do you discuss it with friends that you’ve bought this from Sunday Bazaar?A: No never!Q: Why?A: They all will make fun of meQ: and why do they make fun of you?A: they say “Laanda Laanda Lighthouse Lighthouse!”Q: But they all do know that it is from Sunday Bazaar?A: they need something to pull my legQ: You also know that they wear shoes from here?A: We can’t say that... They will just say that you are also wearing itQ: So do you consider youself as a good bargainer?A: No I don’t think so that I am a good bargainerQ: And why do you think so?A: Because when I come back people tell me that I’ve bought the thing expensiveQ: What qualities, according to you, should be there in a good bargainer?A: I am not experienced in the field. Q: So when you look at a product, on what do you base your price quote at?A: I would look for quality, comfort and appearance in an item however quality here is questionableQ: and for you value of money is?A: Rs. 1 also has a value and you can’t waste money as it is money.Q: Do you buy fruits and vegetables from here?A: No I don’tQ: and your family doesn’t tell you to buy it for them on your way back?A: They have full faith that I would buy things expensiveQ: Do females good bargainers than men?A: Men as females just know how to give.. they can’t cut away from the retailer. They make a face at the retailer which pushes the retailer to raise the price and give them things expensive. The retailer knows that females will take the item home no matter whatQ: Do you think the retailer is now smart after the upgrading of the market?A: No. Obviously the prices are higher than other open air bazaars as people tell me because I’ve never been there…Q: Why do you think that this is the case over here?A: The renovation over here has raised prices as they floors are tiledQ: So is it the renovation alone or it is the locality too?A: It is area too but as you can see lower income groups come here too

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Thank you so much for your time!

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Respondent # 40

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

Can we also record the audio of this interview?A: Yes

Gender: Husband with support of Wife Income Bracket: Age bracket: 50-55 Profession: Government Officer Q: Where is your residence?A:Q: How frequently do you visit Sunday Bazaar?A: (Husband) I don’t know about them (pointing at wife) but I come here at least once or twice a month. Even if I have to buy or notQ: and why is that so?A: this is because when we come here we find something that we feel is a necessity for us but we have seen it for the first time in our life. And also all these things look so interesting and nobody comes here for a particular thing that they have in mindQ: So you just come here for shopping?A: Yes that is correctQ: So would you term yourself as an adventurer?A: (Wife) coming here in Sunday bazaar is an adventure (Husband) Yes you could say that this is an adventure for meQ: So do you prefer coming with family or alone?A: I like coming here both ways.. it all depends.. I come here with family and sometimes with friends and sometimes alone tooQ: So what items do you buy from here?A: Firstly toys for my children as there is a huge range over here and also other item also have ranges like for instance you want to buy a water bottle. As you can see there are a lot of them here in great quantity that you choose from. You find medicine kits over here that have small compartments for daily medicine dosage storage. This is not something that you would have in mind that a person would want to purchase. It’s like an impulse purchase. My wife takes around 8-9 different capsules daily. There are such beautiful bags available for medicine storage that a person wants to buy them. And for my daughter I always want to buy bags. Sometimes a big purse or a small bag.. the main thing is that I want to buy a good and different thing each time.Q: So I know you buy various items from here but do you always come unprepared without having any specific item in mind?A: There are so many times that I go back home buying items from here and there is a quarrel at home that why I bought the item when it was not neededQ: Do you end up convincing the other person that the thing was very much needed?A: Oh yes I doQ: Is bargaining here a necessity?

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A: It is more then necessary. The person selling also knows the amount on which he has to sell and the buyer also knows how much he can pay. The person selling would quote ten times the prices while the person buying would want the product at 1% of the priceQ: Let’s say, that I quote this bag’s price as Rs. 1000. What price will you quote for it to the retailer?A: When I want to buy a bag I will know by looking at it the price suitable for it.. what range should it be in, in this market. When you visit other markets the same bag is for Rs. 1500. now its on us how we look at the bag. You will look at your budget and then start bargaining with the retailer. I mostly see women talking to each other going like “ive seen this bag at someplace for Rs. 2000” now a person has mentally prepared themselves that since its expensive in other areas they will not do much bargaining as they know they are getting good price. However people like me, would look at their choice and the necessity of them item and then quote the price. If the retailer agrees then its good and if not then its fine too.Q: In your opinion are females better bargainers than men?A: It depends. there are females who rarely visit markets and when they do they just want to buy the item and convince their husband to buy itQ: Are you a better bargainer then your wife?A: (Husband) at some areas it’s me and at some it’s her…We are good bargainers of items of our own preference respectively (Wife) In my opinion, men don’t know much about bargaining. Females know that the item is needed and the retailer will lower his price definitely so we argue but men won’t do that.Q: What according to you are the qualities of a good bargainer?A: The person who looks at their own budget/ status. There are two things that are important to become a good bargainer. We should know our need and know our own status. Like I’ve said that I buy things that I like but I know they are not my needQ: Do you discuss your shopping experience of Sunday Bazaar with family and friends in gatherings?A: Yes we doQ: Don’t you feel strange when discussing about it and how do they react?A: no I don’t feel strange. It depends on the person. They can react by saying that the things you bought is easily available in the price you got it for. There are times when friends do appreciate that I’ve bought something at a lower priceQ: Let’s say you’ve bought this bag for a price you wanted to and then you find out that actually in the market it is priced much lower. How would you feel?A: I feel angryQ: Let’s say you’ve bought this bag for a price you wanted to and then you find out that actually in the market it is priced much higher. How would you feel?A: (Wife) definitely it feels good as we bought a thing at a good priceQ: Do you purchase grocery (vegetables/fruits) from here?A: Yes we go there a lot!Q: So do you buy according to the rate sheet?A: Truthfully, I bargain there too.... and if they don’t agree on bargaining we at times have to threat them asking them to show the rate sheet. On the rate sheet the categories are specified according to #1 or #2 quality. There is no base to actually what #1 quality of fruit/vegetable is. Even if a retailer has #3 quality he will quote his commodity as #1 and show you a higher rate so

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it doesn’t have an effect on it but on some things it does have an effect. People who usually buy groceries have an idea on the items they are purchasing and this market is expensiveQ: Do you think that this market being situated in Defence is expensive?A: not really. Yes on the grocery items side it is expensive but rest of the market it is not.Q: Do you go to other shopping markets too? Closed bazaars?A: YesQ: Which do you prefer going to: Bazaars or covered shops?A: Depends on how and what you want to shopQ: Where is your residence?A: Defence Phase 4

Thank you so much for your time!

Respondent # 41

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Group Interview Size: 4 Gender: Male Income Bracket: Age bracket: 18-22 Profession: Students Q: Firstly, what areas do you all live in? A: We come from BahadurabadQ: Is this you first visit here?A: 3 of us have come here for the first time.Q: What made you come to this market?A: We’ve heard that you can get imported items here that are really good. Our friend who has already visited this market had told us about it all. You get a really good variety of items here. You can buy a lot of things from here. It is all available under one roof. We don’t have to go to Tariq road and other places for buying various itemsQ: So far, how has your first experience been like?A: Right now we feel a little badQ: Why?A: There was a lot of difference. I bought these shoes for Rs. 800 and my friend just got them for Rs. 500.Q: How did it make you feel when you bought the item at a lower price than your friend?A: I felt shockedQ: And how did you feel (referring to the other person who got the shoes expensive)?A: I said it was destined to happen.. It was fateQ: Did you feel acheievement in buying at a lower price than your friend?A: my friend actually helped me buy it at a lower price so it was no problem

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Q: Do all of you bargain?A: Yes we do… coming to this market we have to bargain. That is why we come hereQ: So if I ask about the qualities that a bargainer should have, you would say…?A: First of all he should have the confidence. He shouldn’t waste time. Whatever you like you should negotiate with the retailer. I would ask how much the retailer is giving it for. I would know what price I would quoteQ: So In your opinion is this friend of yours a better bargainer than you all?A: It totally depends upon how much you shop.Q: Do you have a predefined budget when coming to such markets?A: There is always a “mindset” that I wont spend more than a certain amountQ: So what were you planning to buy from here since it is your first visit and you don’t know much about this market? A: Shoes and shirtsQ: So what items were you planning to buy: secondhand or brand new?A: See in shoes it doesn’t make a difference as long as the shoe is goodQ: and how would you define good?A: the shoes should be comfortable and durable Q: Let’s say I quote the price of the shoes as Rs. 1000. How much will you buy it for?A: Half priceQ: So how does the negotiation process begin between you and the retailer?A: Yes they are… not mostly during the day.. But usually at night they are more interested to make a saleQ: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: We start on a good note with “Salam Dua”. Then you ask for the price of good and then renegotiate it. If he doesn’t agree you move forward to another shop and buy it from there. They already know who will buy or notQ: Do you visit other markets as well?A: No we’ve never been there…Q: So where do you all usually shop at?A: Bahadrabad and tariq road since It is very near to our houseQ: Do you think that there is there a difference in prices of such places and Sunday Bazaar?A: Of course! It is more expensive thereQ: But don’t you think that since Sunday Bazaar is located in a posh locality of Karachi, there could be a price difference…?A: Yes area does effect prices of items but over here the good s are less expensive in comparisonQ: So will you go home and tell you family and friends that you bought these shoes from Sunday bazaar?A: Obviously… When we would wear it people would ask us how much we bought it for and from where we got it Q: Will tell you female friends that you’ve bought the shoes from here if they compliment you? A: No I will tell them I’ve bought it from somewhere elseQ: Why so?A: Just for a good impression

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Q: In your opinion are men good bargainers or women? And why?A: (2 respondents) they shop so much that females automatically become good bargainers (2 respondents) females are not better bargainers because they go and shout more and retailers get confused and give it to themQ: So don’t you think that is effective?A: the retailer become soft-hearted and gives it to themQ. So are you here fore shopping alone?A: Yes we are here to shop but it was also an outing for us friendsQ: Will your today’s experience here bring you back to this market again? A: Yes definitely! We have just started and they experience is yet to be felt

Thank you so much for your time!

Respondent # 42

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket: Age bracket: 18 Profession: Student Q: Where is your residence?A: Where do I live? I live in CliftonQ: How frequently do you visit Sunday Bazaar?A: uhhh I come here after every two weeksQ: How old are you?A: I am 18Q: And you are currently studying?A: Yes currently I am studying in NED UniversityQ: Why do you come to Sunday Bazaar?A: Because we can get good things over here on cheaper ratesQ: Do you come alone or with someone?A: No usually I come with my friendsQ: What items do you purchase from here? A: Whatever I see that I like… I buy that… I never have anything fixed in mindQ: What do you usually purchase from here? Jeans? A: I buy slippers, chappals, joggers… etcQ: Are these secondhand or brand new?A: I prefer buying from secondhand because they are available in good condition and are durableQ: Why do you purchase items from this market?

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A: These items are coming directly from abroad and they last longer as they are good condition. They are even better than brand-new itemsQ: Do you bargain?A: Yup I do..Q: Do you prefer bargaining alone or with people?A: I prefer bargaining alone because I don’t like it when someone breaks into the conversation Q: So would you bargain at a crowded shop?A: No I wouldn’t as it wouldn’t be the same thing then. It is a matter of image tooQ: Do you come here with a predefined budget in mind?A: No I don’t have a budget in mind. I spend whatever I have at the momentQ: Do you have lunch here too at the food court?A: No no! However, if I feel hungry I have something.. I don’t come here with a mindset to have lunchQ: So do you discuss your purchases, through bargaining, with your friends?A: Yes I do. They themselves take me to bargain for themQ: Do you think that you are a good bargainer?A: Yes I believe I amQ: and your friends believe the same?A: Yes they take me along to bargain for them wherever they goQ: Tell me what are the qualities that a good bargainer should have?A: Well no matter how much the retailer quotes don’t agree to it. Pretend that it is very expensive if you have to.Q: Let’s say I am selling a shirt for Rs. 1000, how much would you buy it for?A: Well I would pretend that the shirt is expensive even if it is for Rs.2000 at a Nike store. How much I will buy it for? I will ask him to quote a last price for it and whatever he says I will at least quote Rs. 100 less than thatQ: So when you like a shirt, how do you start a conversation with the retailer?A: I greet him well with “Salam Dua”. I ask him his name, his age and then tell him that he is my brother and then I start bargaining for itQ: Are females better bargainers than males?A: That is confusing… females do it but mostly it is the “aunties” (older age) ones. The younger lot doesn’t bargain but the younger males can do it. Males are better bargainers as females start crying for it. They go like “give it” and the retailer just gives in. Males do proper bargaining Q: Don’t you think that the way females bargain, according to you, is more effective?A: No it is not since it all becomes a dramaQ: Has it ever happened that you’ve bought something from here and you find it somewhere else at a lower price?A: No it has never happened and it won’t ever happen. I look around first then buy somethingQ: How does it feel when you buy something at a very low and reasonable price (after bargaining)?A: “Mufta”… (I got it for free)Q: So do you consider youself as a good bargainer?A: No I don’t think so that I am a good bargainerQ: Do you buy fruits and vegetables from here?A: No. We buy that from a place near our homeQ: Do your parents come here?

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A: They come here sometimes but I come with friendsQ: So if I conclude why do you come here?A: You could say for entertainment and “mufta” (to buy at low rates). It is also an outing for my friends and me and also a shopping experienceQ: Do you tell your family and friends at social gatherings that you’ve bought a certain item from here on which you were given a compliment on?A: Yes I do and I don’t feel embarrassed at all now. Previously I used to but now Sunday Bazaar is not what it used to beQ: Do you think the retailer is now smart?A: Yes I think he is because he sees that his customers are all coming from areas like Defence. So accordingly they have revised their prices. What they used to give for Rs.10 is now for Rs. 50. Thank you so much for your time!

Respondent # 43

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

Can we also record the audio of this interview?A: Yes

Gender: Husband and Wife Income Bracket: Age bracket: 40-45 Profession: Airforce Q: Where is your residence?A: PAF Base MasroorQ: How frequently do you visit Sunday Bazaar?A: We come here thrice a monthQ: Considering that where you live is far away from here, why do you specifically visit this market?A: (Wife) The market is very convenient in every senseQ: What do you usually buy from here?A: (Husband) Mostly it is garments(Wife) We also visit original outlets of various companies to buy things from there (consumer goods)Q: Do you buy fruits and vegetables from here? A: (Wife) Yes we buy from there. Even though we know that they are expensive but they are very neat and cleanQ: So do you bargain?A: (Wife) Yes Definitely we doQ: Let’s say this is for Rs. 1000. What price will you buy it for it through bargaining?A: (Wife) If the retailer is a Pathan, we will quote half price of what he has said and they usually sell it to us at that

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Q: What attributes do you look at when buying an item?A: (Wife) it depends on a person’s own nature on what he wants(Husband) The quality should be goodQ: Do you both come together?A: YesQ: Is this just an outing for you?A: It is the shopping experience and not an outing for us since now you don’t have the time to leave kids at home and come here for an outing and this is not an outing pointQ: In your opinion are women better bargainers in comparison to men?A: We believe that both of us are good bargainers and we have a mutual understanding Q: If I ask you to list down the qualities of a good bargainer then what would you say?A: (wife) that is based on one’s own nature and according to interestQ: Do you discuss purchases made here amongst family members and friends at social gatherings?A: (wife) yes I always discuss it with my friendsQ: How do they respond?A: All my friends usually come here and now it doesn’t matter if we’ve bought items from here. We see a lot of big authorities shopping over hereQ: Do you bargain on fruits and vegetables?A: Yes we do Q: Do you know about the rate sheet that is available for the prices of grocery items?A: Yes. The rate sheet exists but in evening after 6 pm rates vary and are loweredQ: Let’s say you bought an item for the price you wanted, how do you feel?A: (Wife) we feel happy(Husband) we feel a little happy and satisfiedQ: Let’s say you bought an item and you go to another shop and see it is priced much lower, how would you feel?A: (Wife) In Karachi various markets have different rates so if we get good price then we are satisfiedQ: Do you visit other shopping markets? Open air markets?A: Yes we visit various shopping markets and we don’t visit other open air markets since we are working on weekdays and it depends upon our duty. We have duties on Sunday too

Thank you so much for your time!

Respondent # 44

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Gender: Male Age bracket: 24 Profession: Banker

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Q: Firstly, what area do you live in? A: I live in CliftonQ: Since when have you been visiting Sunday Bazaar?A: 2-3 yearsQ: and how frequently do you visit Sunday Bazaar?A: for the past 6-7 months I have been coming almost every SundayQ: What do you buy from here?A: I do grocery shopping and buy things for my home… AnythingQ: Do you visit the second hand side of this market too?A: YesQ: What do you buy for yourself from there?A: I don’t buy anything for myself from the second hand marketQ: Why do you come to this market specifically? A: It’s cheap (reasonably priced)Q: There are so many other markets too…A: Nope… In Defence this is where you get the lowest priced vegetables/fruits.Q: This is your opinion only?A: I don’t know much… Sunday Bazaar is also a good time passQ: and what do mean by time pass?A: Just like that…roaming around… What should a person do on Sunday? Come here with friends, have fun and in the meanwhile buy vegetables too. Q: Do you visit both sides of the market, that is, used and un-used?A: The stuff here is useless.. The shirts etc are terrible over here… for them Zainab market is the best placeQ: Do you know that a lot of retailers from Zainab market put up their stalls over here?A: Yes I do know…but they are very few.. this market is huge… we have to roam around to find themQ: So, I’m assuming that you just come here to shop for household grocery items. Do you know that there is a rate sheet available for the grocery items?A: Yes I use thatQ: Do you bargain?A: No I don’t. I just follow the rates on the rate sheetQ: Normally would you bargain on other items?A: Not that muchQ: In other words, you do it sometimes?A: I would just say that lower the price if the thing is good. If the retailer does it then its goodQ: Would you go home and tell others about what you’ve bought and at what price?A: Yes I wouldQ: You won’t feel embarrassed even if you buy second hand item?A: Nope... Everyone wears the same thing from hereQ: How do you feel when you buy an item for the price you want through bargaining?A: I would feel goodQ: How do you feel when you buy an item for the price you want through bargaining and later you find it cheaper some where else?A: It won’t make a difference to me

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Q: In your opinion, do you think females are better bargainers than males? A: FemalesQ: And why is that?A: Males don’t do it ever. They like the thing, they will just buy it. However females keep on bargaining, especially older females would spend hours bargaining over a single itemQ: In your opinion which way is more effective?A: Males way is more effective as they don’t waste much time over a single thingQ: What does it take to be a good bargainer?A: He should know the right rates for thingsQ: How would you know the right rates for an item?A: The shopping experience… If I want to buy a shirt I will know that if it is for a Rs. 150, I would know that the retailer won’t give it to me for Rs. 100. I know he will give it to me for Rs. 120.

Thank you so much for your time!

Respondent # 45

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.A: Okay

Can we also record the audio of this interview?A: Yes you can

Gender: Male Age bracket: 25 Profession: Insurance Analyst Q: How frequently do you visit Sunday Bazaar?A: This is the third time I’ve come here in my life Q: We would like to know where your residential area is.A: I live in CliftonQ: Is there a specific reason that you’ve come only three times to this market?A: I basically come here to browse through the shoes and the chappals (slippers)Q: Do you browse through second hand shoes or the branch new ones?A: I don’t buy the second hand ones but I buy brand new onesQ: But you do look through the second hand ones?A: Of course a person does look at the second hand ones. Just to have a choice and know the price Q: So you just come here for the slippers and the shoes…A: Most of the time.... Uh apart from that I come here, what do you say, I come here for the basic shopping... basic kitchen itemsQ: So do you come here alone or with someone?A: I come here with friendsQ: and do you bargain?

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A: No I can’t do it… that’s why I bring my friends so that they do it for meQ: So in your opinion you are not a good bargainer at all?A: No I am notQ: and you think your friends are better bargainers than you?A: YesQ: What qualities do you think your friends have that makes them a good bargainer? A: They can argue well Q: so for a good bargainer arguing is the best thing to do?A: Yes in order to lower the priceQ: Let’s say, that I quote an item’s price as Rs. 1000. How do you think your friends will bargain for that?A: I don’t know. They normally would start from fifty percent. There are so many ‘Pathans’ over here. If the item is for Rs. 100, the will quote it to be for Rs. 200. so you should start at fifty percent and take it for thatQ: So normally what other markets do you visit?A: I haven’t visited any other market like Sunday Bazaar. However I do go to Zainab market a couple of times to buy jeansQ: Did you know that a lot of these retailers (selling jeans) are actually from Zainab Market?A: No. I did not know that and jeans I have never bought from hereQ: Do you discuss your purchases from Sunday market with your friends?A: Of course I would. If I get something good from here, I would want my friends to get the sameQ: In your opinion, are women better bargainers or men?A: Yes women are better bargainersQ: and why is that?A: Because they can talk moreQ: So is talking more important in bargaining?A: Yes. That’s a key point in bargainingQ: And what do you look in a product to judge its value?A: The look and feel. And its quality and lastly its price Q: Do you plan on shopping from here more often?A: Uhmmm… If I get good things… If I get things of my type and what I like than definitely I would come here

Thank you so much for your time!

Respondent # 46

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

Can we also record the audio of this interview?A: Yes

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Gender: Female Age bracket: 25 Profession: Student Q: How frequently do you visit Sunday Bazaar?A: I come here every SundayQ: What do you purchase from here mostly?A: Many things like grocery, like stuff toys… all that… all thingsQ: Do you bargain?A: Yes, I do it a lotQ: and who do you come here with?A: Sometimes I come here with friends and sometimes with familyQ: What items do you specifically buy from here?A: I buy Stuff toys, grocery, vegetables... Almost everythingQ: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: I will buy it for Rs. 450 almostQ: and what would you see in a product to bargain that much?A: I come here every Sunday so I have an idea on how much I can buy an item forQ: Where do you live?A: Tauheed Commercial, DefenceQ: So Why do you come to this market?A: This market is closer to where I liveQ: Do you go to other markets too?A: Yes at times I do go to other markets if a need arises. But I usually buy my weekly shopping from here onlyQ: Is it a necessity for you to come here or for entertainment?A: I would say its both.Q: Right now, who have you come with?A: Right now I’ve come here with my familyQ: Have they visited this market before?A: No this is their first visitQ: How do they like this place?A: They like it.. We have just come here and have just started shopping Q: Do you go towards the grocery side too?A: Yes I do Q: Do you bargain over there?A: YesQ: Do you know that there is a rate sheet there?A: Yes…but they do it.. If you buy a lot of things, they do give concession.Q: Do you go towards both sides of the market, that is second hand and brand new?A: Yes I doQ: In your opinion, is there a scope for bargaining on both sides?A: It is present on both sides. They keep their own margin so that they are in profit Q: Do you think there is a scope for bargaining in this market, since it is located in one of the posh areas of Karachi?A: Yes I believe there is…It entirely depends on you (customer). If you want to bargain and you know there is a possibility here then it is possible here too

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Q: and how do you start your conversation with a retailer when you want to buy an item?A: I firstly ask for the price, and then I finalize everything with him. After I know the overall price, I try to reduce that Q: What if the retailer doesn’t agree? What do you do then?A: I leave the shop and move on but they then call me back Q: And do they always do that? How would you feel if they don’t do that?A: No I know they will call me backQ: Do you talk softly or harshly when you bargain?A: I always bargain in a good wayQ: In your opinion, do you think it makes a difference if you talk to the retailers softly?A: Yes a lot!Q: According to you, what are the qualities of a good bargainer?A: He should have the sense to shop and know about the product he is buying. If he has the idea, he can do it.Q: Do you consider yourself as a good bargainer?A: Definitely.Q: Do people around you consider you as a good bargainer?A: Yes... They know me, the shopkeepers know me nowQ: Do females bargain more or men?A: FemalesQ: Why do you say so?A: because they shop a lot moreQ: Is it that they have better market knowledge or is it the fact that they like arguing more?A: No no! it is because of their market knowledge. They have more knowledge as compared to malesQ: Do you think males bargain?A: Rarely... Even if they do it, they can never do it as much as femalesQ: Is building a relationship with the retailer important for a transaction to be successful?A: Yes it is..why would he listen to you if you don’t build a good relationship with him. If you talk to him rudely, why would he sell anything to you?Q: Since when have you been coming here?A: For the past three years nowQ: So you must have seen Sunday Bazaar changing, in terms of development?A: Yes. When I used to come in the beginning it was not so well made. But now everything stall etc are well madeQ: Do you think there has been a difference in pricing after the change?A: No I don’t think soQ: Is the retailer smarter now that the market has been upgraded?A: Nope… They are the same. However, the prices are increasing normally so the prices have gone up a little but not that muchQ: So do you discuss your purchases with your friends and family?A: Yes I do. I usually come here with them only. So sitting here we discuss all our purchases.Q: You don’t shy away from telling people that you’ve bought a certain item from Sunday Bazaar and its price?A: No I don’t feel shy about it

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Q: How do you feel when you buy an item for the price you want through bargaining?A: I feel very happy Q: How do you feel when you buy an item for the price you want through bargaining and later you find it cheaper some where else?A: It saddens me but I feel proud to tell people that if I’ve bought it cheaply saying that I’ve bought it less expensive then the other personQ: So is it achievement that you feel when you’ve made a successful bargaining attempt?A: YesQ: and they people around you consider you a good bargainer then?A: They come with me for this reason only because I have an ideaQ: Do you think it makes a difference if someone is from a certain caste/race (sindhi Pashtu speaking)?A: No no. I your relationship is good and he is talking to you, that’s allQ: So language in your opinion does not make a difference?A: No I don’t think so.

Thank you so much for your time!

Respondent # 47

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

Can we also record the audio of this interview?A: Yes

Gender: Male Age bracket: 19 Profession: Student Q: What do you do?A: I am currently studying at IBAQ: What do you purchase from here mostly?A: I buy belts, convos (shoes) etcQ: Are these used or brand new?A: I think the belts are used. But I make sure the rest aren’t because I check the stickers and allQ: How frequently do you visit Sunday Bazaar?A: I come here once every two monthQ: Do you see any changes since you come after every two months?A: There was once that happened. When we came here and they paved up the whole place and covered it. After that I don’t think soQ: Who do you come with?A: I come here with my friendsQ: Do you all shop together?A: Yes we do as we have the same thing to shop for hereQ: Do you usually bargain?

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A: Yup... very well Q: And does your friend bargain?A (2): No I just stand there and pay the moneyQ: and why don’t you bargain?A (1): Because he won’t do itQ: Would you say that females are better bargainers then men?A: NoQ: And why do you think so?A: Because I have a mom and a twin sister and they are really bad at bargainingQ: And you generalize this view that you have on every female?A: Yeah. I am a stereotype but you stay with people and you realize that they are not good at bargaining Q: What does it take to be a good bargainer?A: I think you just need to walk away from the shop. Women don’t do that. It is a technique. With Pathans its like you walk away and they go like okay buy itQ: If I say this slipper is for Rs. 1000, how will you bargain?A: Basically half the price. I’ll say Rs. 500 and then he’ll be like Rs. 750 and then I say no and insist on Rs. 500 and start to walk away and he will go okay listen buy itQ: And how long does the process take?A: Hardly a minute or two. It depends on the shopper and the guy who is selling itQ: Have you guys seen any changes in pricing system over here with the renovation/development of Sunday Bazaar? A: Yeah it has. It is just that they know the brands and they go like oh it’s of Nike so buy it for this muchQ: do you think they are smarterA: Yeah I think they are. And they know English so you can’t fool them anymore. We talk in English and they go like I won’t take Rs. 250 I will take Rs. 300.Q: Do you think culture has an effect? Talking in a particular language to them?A: Yeah it does. Some usually confuse me to be a pathanQ: What type of attitude do you have when talking to them? Friendly?A: Yeah yeahQ: Do you tell that you’ve bought a certain item from here when you’re with friends?A: No I don’t tell anyoneQ: Why not?A: If you wear a brand like NEXT, they will assume that your mother or some relative got it from abroad so you will stick to that instead of telling them that you got them second hand. Even if it does look second handQ: Do you purchase grocery from here?A: Nobody does thatQ: Not even your parents?A: No they don’t. My parents have never been to Sunday BazaarQ: WhyA: They don’t live nearby. My mom is never interested in bargaining.Q: Why do you come so far away here and not other places like Friday market? A: It is just a trip and Sunday is the only day I get off from universityQ: So is this like an outing for you?

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A: It’s more of an impulse buying because I know I will buy something from here.Q: Do you have a predefined budget set in mind before coming here?A: The amount of money I have in my pocketQ: Do you think bargaining a necessity here or is it just for fun?A: They thing for Rs. 400 is actually of Rs. 200 so You need to bargain for everything hereQ: How do you feel when you buy an item for the price you want through bargaining?A: If he gets it for the price he wants he will be happy. I’m the guy who bargainsQ: How do you feel when you buy an item for the price you want through bargaining and later you find it cheaper some where else?A: I don’t think the things over here are available elsewhereQ: Have you ever visited other bazaars like Friday market?A: No. I’ve been to the Book BazaarQ: Do you go towards the brand new section of this market too?A: No I don’t go there. Only this shoes section and maybe some scraps section too. I went there and found an emblem for my dad’s car because his had fallen off but I never go there

Thank you so much for your time!

Respondent # 48

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket: 100-150K Age bracket: 30-35Profession: Salaried / Chartered Accountant Q: Firstly, what area do you live in? A: Mohd Ali societyQ: and how frequently do you visit Sunday Bazaar?A: dependsQ: how many times in a month?A: twice or thrice in a yearQ: why do you visit this market specifically?A: because its an open air marketQ: What have you purchased during these visits?A: books for childrenQ: Do you visit this market alone or with family?A:I come here with my familyQ: Do you come here to shop only for books or have you ever bought fruits and vegetables from here?A: yes. We sometimes get fruits and vegetables too

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Q: Do you also shop at the used products market area ?A: No, only brand newQ: how much time do you generally spend at the market when you come here?A: Well it depends on my family members. It gets difficult to make them get done and leave.Q: Do you come here only to accompany them or you do shop yourself?A: I just accompany them.Q: Do you purchase anything from here that you may find to your liking?A: If I like it I will buy it.Q: So do you bargain?A: Bargaining is a must, part of our culture.Q: Let’s say, that I quote an item’s price as Rs. 1000. What qualities would you look for in that product?A: The first thing I will make sure is weather that thing/product suits me. If I have a use it or not.Q: Let’s say, that I quote an item’s price as Rs. 1000. How would you bargain?A: first of all I will see how suitable that product is for me and then I’ll bargain.Q: So you’ll ‘start off with’/quote a 75percent price cut?A: Well some items are like that too. For some products like vegetables we ourselves have an idea of the market price. Q: What about standard products like purses?A: In such products there are different variables affecting the product price, different variations (in quality).Q: so where do you start from with such products? Like a 50 percent discount?A: its not about the percentage. If you are a genuine buyer you will see where you can strike a deal with the vendor.Q: What attributes do you look for in a product?A: Quality of the product is the most important factor as there are no brands /branded items available here so one has to go for the quality.Q: Do you have a fixed budget before coming to the market?A: No, I come here with a random budget.Q: Do you think females are better bargainers that males?A: yes I agree.Q: why is that?A: It is just a psychological thing. In actuality its not like that.Q: Do you think it is also because they have a better convincing power ? or because they are already familiar with the market ?A: well they are good in their specialty areas (areas of interest).Q: so you think shopping is their (females) area (of interest)?A: well the vendors do not quote the right price to males. If a male is not accompanied by a female then the vendors wont tell them the right price / would quote a price which is higher but would strike a deal with the buyer. With males they look for a marginal profit, not super profit (in case of females).Q: you said you do visit the grocery area. So do you bargain there?A: YesQ: even though there is a rate sheet ? Do you have knowledge about the rate sheet?A: Yes I know about itQ: So do you buy products according to the sheet?

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A: well yes there are prices quoted on the rate sheet, but we know what the market price of grocery items are so we bargain there too.Q: How do you feel when you buy an item at a cheap price?A: I don’t believe there is any such thing as a cheap price. The only reason it is cheap is because it is not of good quality. There is no such thing as ‘sasti’Q: How do you feel when you buy an item for the price you want through bargaining?A: I believe in paying in a little more to get a better product. Generally a cheap product is mostly not of good quality. There is more risk in buying a cheap product. If the market value of something is rs 100 and the vendor is giving it to you for rs 60 then there definitely has to be some problem with it.Q: what if you have already bought something cheap?A: then you would have problems later on. Or your wife would make you return them telling you ‘what is that thing and why have you brought it?’Q: So arguments take place at home? (Arguments/discussions)A: Of course, definitely. you learn from your experiences. Q: Do you sit and discuss with family member or friends in social gatherings about the things you’ve purchased from here?A: Yes we tell them, share our experiencesQ: Your family members do the same?A: YesQ: Do you feel any embarrassment in stating the fact that you have purchased the product from Sunday bazaar?A: no, like I said there is no such thing as ‘cheap’ in this world. Everything has its own price and qualities make a difference.Q: do you think the developmental phase that Sunday bazaar has gone through, has it brought any changes to the prices or the attitude of the retailers ?A: not that much of a change except for fruits and vegetablesQ: Do you think that the retailer is now smarter? (After the development)A: Of course, they are the smartest people. They are at the bottom of the supply chain (at Sunday bazaar) and are the main/integral part of the bazaar and know very well how to exploit the customer or the manufacturer.Q: Sir Do you visit any other markets except Sunday bazaar?A: yes we go to markets like tariq road.Q: any open air markets?A: No. no other open air market.Q: Do you see a price difference between here and tariq road?A: Tariq road is exclusively garments and fabrics therefore there is a differenceQ: But garments and fabrics are available at Sunday bazaar too?A: yes people believe that prices here are generally lower than tariq road Q: even though this is a prime location in the defence area?A: Well the reason is that here there are less overheads. People bring their family businesses here. Those people who a running businesses here or are managing them for someone else have less costs to bear (less overheads). There (tariq road) even the shops are for millions of rupees.Q: Don’t you think because defence is a prime location the prices should be higher here?A: No. Because there are all kinds of customers here and there is a lot of customer foot fall.

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Respondent # 49

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket: K Age bracket: 25Profession: student/ business Q: Firstly, what area do you live in? A: Defence phase 6Q: and how frequently do you visit Sunday Bazaar?A: it has been only 6 months since I shifted. I come here around twice a month.Q: What have you purchased during these visits?A: shirts and stuffQ: Do you purchase branded or used items?A: used, which are branded? Even if there are new items available they wont be branded.Q: Do you visit this market alone or with family?A:I come here with my friends, sometimes with family too.Q: Do your friends also purchase used items?A: I think in this market most of the stuff is used. Very few stuff is new, like I just noticed this shop selling new items but it wasn’t there before.Q: What is the motive behind you shopping here? is it entertainment ? shopping experience ? Outing? Spending time with friends?A: in the beginning we used to come just like that for an hour or so but then we realized the quality of shirts and other products available here which were branded like zara , armani etc which if you go buy from the market would be very expensive but here you would find it at a cheaper price. You would have to look for them though.we come here for a whole day and after looking for 2-3 hours we might find one that we like so we’ll get that.Q: do you afterwards go and tell people that you’ve gotten this from Sunday bazaar when they compliment you?A: well a lot of people have complimented me for shirts ive bought from here. My friends do get to know that it’s a used shirt but normally people avoid telling.Q: so you don’t tell anyone that its used ?A: well ive never talked in such detail with anyone but I believe if anyone asks me I wont tell them except if they are my cousins or close family relatives whom I will tell.Q: do you tell your family members?A: yeah, they already know that obviously.Q: what about your cousins and uncles ?

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A;I keep on telling them to come visit who don’t live near and see for themselves Q: Do you bargain?A: YesQ: if I tell you a shirt is for rs 1000. How much would you be willing to pay for it? How would you start the discussion with the retailer? Would you befriend him? Hello-hi ? Would you be aggressive?A: well ill start talking to him, butter him up and then ask him to give me the shirt at the price I want.Q: how much would you pay for a rs 1000 shirt?A: well I know that a good quality branded shirt I would easily get for rs 200-250. Once I liked a shirt so much that I even gave rs300 to the retailer, otherwise mostly I get it within 250.Q: do you negotiate or bargain a lot ? or if the vendor is not willing to listen you just leave him and move on ?A: I give like 2-4 minutes to him and if he isn’t listening I move on. I wont stick with him and keep buttering him unlike my cousins who spend a lot of time at a single vendor and make a good relationship with him. That is not my attitude, I don’t tend to keep a relationship with the retailer.Q: according to you ‘ are you a good bargainer ?’ A: well, my cousins are like those people who come in the morning and leave at sun down and they shop like ‘women’ and stick (chipak) to a retailer. It depends on everyones nature and attitude but I think females bargain more (are good bargainers).Q: Do you think you are a good bargainer?A: yes. In the sense that the person whos selling also knows the real price of the product.Q: so you think females are better bargainers ?A: yup. There is no second option.Q: why do you say that ?A: because of the perception. They also have a better convincing and nagging power. guys don’t tend to nag but there are some exceptions too.Q: if you buy something cheap do you feel the sense of achievement?A: well if you like it you will buy it, that is a sense of achievementQ: do you go to any other open air bazaars like the Wednesday or the Friday bazaar ?A: NoQ: where do you do your shopping from ?A: for t-shirts and stuff I shop at retail outlets for example outlets of stoneage or cross roads at zamzama. The one I am wearing right now is from stone age. I don’t buy t-shirts from here ever.Q: do you bargain in those markets ?A: no I don’t. we don’t have the option to bargain in those markets.Q: but I know people who bargain even at park towers.A: I don’t think that’s possible. Females bargainers probably. They have fixed prices there.Q: would you prefer going to retail or a factory outlet of levi’s?A: normally I do also go to the factory outlets, like those behind zainab market.Q: if you go to cross roads and the likes why do you shop here?A; well because, what I might find at zara for 3-4 thousand which is out of my budget I would get at a better price at Sunday bazaar.Q: is it the value for money that you seek ?A: yes

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Q: does your family come here for grocery shopping also?A: yesQ: do they bargain over there too?A: well whever my mom comes she bargains. I don’t bargain as such.Q: do you think the retailer has become smart after the renovation and everything?A: there has been a little change, the rates are higher now. The ‘pathans’ have become more intelligent. They now have an idea that a particular product has such and such value in the market. However there still are vendors who are not that intelligent for example a vendor sold electronics to my cousin for 250rs for which he was asking only rs1000.

Respondent # 50

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket: K Age bracket: 25Profession: student

Q: how frequently do you visit Sunday bazaar?A: once a monthQ: where do you live?A: PECHSQ: Why do you come to Sunday bazaar?A: ShoppingQ: what do you purchase here?A: Ladies fabricQ: why?A: because I am a designerQ: Why do you come to this market? Why not some other market?A: because here you will find a lot of variety ?Q: what about gulf and aashiyana ? These vendors have shops there too.A: Yes but the rates are different (lower) here as compared to gulf and aashiana even though the vendors are the same.Q: Don’t you think defence phase 8 is a prime location and prices should be higher than gulf and aashiana ?A: the prices can’t be kept higher because here people come from all walks of life, from all over Karachi including nazimabad, whereas gulf and aashiana are a segregated market specifically for people from defence and Clifton.Q: So tell me, do you bargain when buying clothes or fabric from here ?

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A: No use bargaining, because they (vendors) don’t change the price.Q: Do you bargain?A: not that much.Q: do you think you are a good bargainer when you sometimes do bargain?A: not at allQ: Do you think females are better bargainers (than men) or not?A: well, its not always about getting a bargain, sometimes that way you lose a very good vendor.Q: so you think building relationships is important?A: yesQ: do you think its possible to build a relationship with your vendor at a place like Sunday bazaar?A: Yes.i believes that customers from defence come here and build a relationship with the vendors whereas people from all other areas come here to bargain and eventually lose a vendor.Q: do you come here with your family and friends or alone ? A: I come here with my friendsQ: so fabric is the only thing you purchase from Sunday bazaar ?A: no, I also shop for shoes but mostly I buy them from light house.Q: so you buy used products?A: No, they have also got new stuff thereQ: is there a bargaining margin on shoes?A: Yes there is a bargaining margin because I have an idea about the rates at light house.Q: So when you bargain you bargain according to the prices at light house.A: not really, because whatever price they quote is two times the actual price.Q: So when you purchase shoes from here do you go and tell your friends and family about the place of purchase?A: proudly, to such an extent that when I buy shoes from stone-age I boast around that I’ve bought them from Sunday bazaarQ: why that? Do you think it’s cool?A: you know people wont copy you then because they will come to Sunday bazaar, look for those shoes, not find them and leave.

Respondent # 51

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.Gender: MaleProfession: Student at IBAIncome: 10-15kAge:20-25

A: Okay Sure!Can we also record the audio of this interview?A: YesQ: how often do you visit Sunday bazaar? A: once a month

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Q: what do u buy from sunday bazaar?A: chappalsQ: Do youonly buy brand new items or used too?A: Only brand newQ: If I say a chappal is worth Rs1000. How much wouldyou buy it for?A: no, it’s not worth that much. You always have to bargain here at Sunday bazaar.Q: how do you bargain, what’s your strategy?A: If you like a pair of shoes and you intend to buy it, if choose the pair next to it which you don’t like and bargain on it (suppose if the pathan says it is for 1000 say 50% of the price 1 st , the seller would say 900 800. Once you are done with the bargain on the shoe you don’t like, pick the shoe you wanted to buy and say you’ll take it for 400, the pathan gets so diverted that he sells it for the price you say.Q: do you think you are a good bargainer?A: Yes I’m.Q: do you tell your friends about the stuff you buy from Sunday bazaar and tell them the bargained price too?A: yes I do tell my friends about it, as I’m not an elite and if I save some money on it I feel happy about it.Q: are women good bargainers or men?A: Women generally are better bargainers. Reasons:

Women love talking They prefer money on time But opposite goes for men they will prefer time on money

Q: do you think that Sunday bazaar has developed over a period of time?

A: I came back after 1 month and it’s still the same, but has changed a lot over time.

Q: have the retailers/shop keepers become smart now?A: yes they have

Q: where do you buy grocery from?a. I don’t buy grocery, as I live in America.

Q: Do you come alone or with Friends and Family? A: Friends/ sometimes aloneQ: why do you come to Sunday bazaar.A: Because it is well organized and there is more variety.

Respondent # 52

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!

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Can we also record the audio of this interview?A: Yes

Gender: femaleAge bracket: 45-50.Profession: house wife.

Q. how often do you come?A. once a month.Q .what do you prefer buying from here?A. sometimes purse, chapal.Q. you come here all the way?A. we get things here which are not available in normal markets and stores.Q. do you visit other bazaars like jumma and mangal bazaar?a. no.q. do you bargain while buying?a. yes.q. how do you bargain?a. now I have got the idea of bargaining, like if they ask for 200, then it can be bargained to 120.q. how much you will bargain on 2000 rupees item?a. approximately 600.q. do you think you are a good bargainer?a. yes I have idea of the prices of different items.q. do you prefer both the markets in this bazaar i.e. used and unused items?a. I do go to both the sides, but, I would prefer unused item.q. do you tell your relatives you got this specific item from Sunday bazaar?a. yes I do, my entire family visits Sunday bazaar so its not an issure.q. suppose I am a shop keeper, how are you going to bargain from me, how are you going to start?a. I would talk with respect and start bargaining like a normal. I would start a conversation with a smile.q. do you buy grocery from here?a. no, I don’t, just limited items. (mentioned ealier).q. do you have a fixed budget before coming here?a. yes I do.q. does your shopping sometimes exceed your budget?a. ya! it does, very rare. Specially on an item which is good and will not be available next I come, then I exceed my budget and buy it.q. how much time do you spend here?a. no idea, 3-4 hours, at times more than that.

Respondent # 53

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

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A: Okay Sure!Can we also record the audio of this interview?A: Yes

Gender: maleAge Bracket: 30-35Profession: Excise police officer.

q. where do you live?a. PECHS.q. how frequently you visit Sunday bazaar?a. once a month.q. you come with family or friends?a. Familyq. what you prefer buying from here?a. I don’t do shopping my family does and they mostly go for purses and shoes.q. do you buy used items?a. yes I do if get it in a good condition.q. do you bargain here?a. no I don’t do shopping at all, my wife does all.q. do you think people here bargain while buying?a. yes they do it a lot.q. so do you think females do most of the bargaining?a. yes.q. why do you think females are better bargainers?a. I think they are more concerned about the savings.q. do you discuss at home about the bargaining and prices?a. yes sometimes, we do discuss. We compare market prices of different market to this bazaar.

q. d o think this bazaar is at prime location and do you get items cheaper here?a. yes it has a prime location and items over here are way cheaper than dolmen and zainab market.q. do you do grocery shopping here?a. no not at all.

Respondent # Recording 55

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

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Gender: Female Age bracket: 40-45 Profession: Housewife Q: Where is your residence located?A: I live in Askari, Malir CanttQ: How frequently do you visit Sunday Bazaar?A: It is my wish that I come here at least once a monthQ: and somebody should bring you here? A: Yes because we live very far away as Malir Cantt is far. So it takes up my whole Sunday if I come hereQ: Is entertainment your objective of coming here?A: I have fun coming here and also I buy anything that I needQ: So who do you come with? A: I come here with my husband and at times with my driver tooQ: and you bring your children along too?A: Yes I bring them too Q: Are you a housewife?A: Yes I amQ: What do you usually buy from here?A: what do I buy? Over here, any household item like if you need something for your kitchen you can find it over here too. If you need to buy shoes… new shoes or old ones, new clothes, old clothes, based on one’s requirement on what he/she needs. For me, if I need clothes like three piece suit of lawn, in winters or summer, there is always a variety available here. All the retailers (pathans) who have shops in Gulf etc, they put up stalls hereQ: So is it the only bazaar that you visit or there are others too?A: There is one near our home in Malir Halt that is “Hafta Bazaar” (Saturday Market). That is a grocery market Q: So do you buy vegetables/fruits from here?A: Yes I do buy them from here. If I come here than I buy it from here onlyQ: Do you know about the rate sheet that is available here for prices of fruits and vegetables?A: Yes I know about itQ: Do you bargain over the mentioned prices?A: Yes I do it a little bit because in Malir the rates are lowerQ: So is there scope for bargaining here towards the grocery side?A: No. bargaining isn’t possible there as they say that we have our rates put up and if you want to buy it then buy it at that rate or don’t buy it. However there is comparison of rates. I have this habit of looking at the rates and then buying the item Q: Do you think of yourself as a good bargainer?A: Yes I think I am too goodQ: I see that you are really confident about the way you say that you are a good bargainer…Why do you say so?A: I say so because I come here from six year now, when this was not much developed and I know the old rates and the new ones too. Now I quote the item for half price to the retailer and I take it home at half price

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Q: Let’s say, that I quote an item’s price as Rs. 1000. What price will you quote for it to the retailer?A: If you say Rs. 1000, I will bring it down to Rs. 600 at least… Q: How do you convince the retailer?A: I have an idea when I come.. I can judge the rates like I bought a suit of lawn for Rs. 350 at season end and now they are selling it for Rs. 700. I had this thing in my knowledge that it was for Rs. 350 and I remembered it so I went to the retailer and told him and of course he knew that it was being sold at that rate before. So last Sunday when I came here, I bought various designs of the same material for Rs. 400 only, the ones that they were quoting for Rs. 700.Q: So you think you can convince the retailer?A: DefinitelyQ: So do you feel that since the renovation of Sunday Bazaar, the rates have suddenly increased?A: Yes they have increased so much Q: Do you think that now the retailer is smarter than before?A: Yes and a lot! But as you know that I am related to the Army. This contract is also given to the army people (Sunday bazaar). Even though my husband is from army I am saying that Army doesn’t ever let go of a chance to market themselves anywhere. Now these people take a lot of rates for the spaces to put up stalls. Now these retailers are also forced to comply with itQ: Do you discuss your shopping experience with family, of goods that you have purchased and their prices?A: No I don’t discuss as my husband isn’t interested in all this. But my daughter is in 2nd Year and I have trained here like myself. Today I’ve bought the younger one but when I bring her, I’ve trained her so much, that when I send her alone, she usually ends up buying things like meQ: Do you discuss with friends and relatives about how you’ve bargained for an item at Sunday Bazaar that you’ve recently bought?A: Yes I do that. I don’t have that thing in me that I say that I’ve bought an item from Millennium Mall when I’ve actually bought it from Sunday Bazaar. I don’t have this complex in me. If I’ve bought a second-hand shoe from here, then what’s wrong with that? I hate lies. I may have 100 bad qualities in me but I never lieQ: Do you think females are better bargainers or males?A: No… Females bargain betterQ: Why?A: It is because they have all the burden of the household budget. Or else bargaining would have been done by the person who makes money Q: Do you have a predefined budget in mind when you come here?A: Yes I do at times.. You see I have three daughters and one son and I know that the summers are coming and I will have to buy at least 6 suits for each in any case for wearing at home. So if I can buy 5 suits today and I bargain with the retailer for a reasonable price then I know that my budget will go overboard but if I have Rs. 2000 in mind I know I have to buy these suits. I know my bargaining will be successful today and after a month I won’t need to spend more over new dresses. Instead of buying 2 dresses I might buy 5 suits and set my budget accordingly Q: How do you feel when you buy an item for the price you want through bargaining?A: I feel happyQ: How do you feel when you buy an item for the price you want through bargaining and later you find it cheaper some where else?

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A: Till now this hasn’t happened with me yetQ: Will you feel angry if this happens to you one day?A: You will feel sad but at least it will be an experience for you. But this doesn’t happen with me as I am very much into shopping Q: To sum it all up, what qualities would you say that a good bargainer has?A: A good bargainer would be a person who has the load of his/her household and has the responsibility of his/her household and have this sense that this money is mine and I need to save it where I can. At times, ladies don’t care for the way they spend. My husband gives the household expense to me and I need to budget accordingly and I have a habit of budgeting now Q: Do you browse through the second hand portion of this market too?A: I go there tooQ: Do you buy anything from there?A: If I find something really good… then I buy it Q: Do you look around the used utensils and all too?A: Yes I look through themQ: How many hours do you spend here?A: Now I’m full of this place. Firstly I used to buy decorations and now these retailers are smart they know what crystal is. They quote just a little less then normal market for such items

Respondent # 56

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket: 100-150K Age bracket: 40-45Profession: Drama Director Q: How frequently do you visit Sunday Bazaar?A: Once a month but when family comes from Quetta 2-3 times a monthQ: What have you purchased during these visits?A: Nothing, my family shops. They buy antiques and stuff for children.Q: Do you visit this market alone or with family?A: Alone but with family when they come hereQ: So do you/they bargain?A: Yes definitely. This is a place where a lot of bargaining takes place. A: Rs500 item can be bought for 100-150 rupees.Q: so what is their way of bargaining? In a soft way or aggressively etc.A: People mostly bargain in a friendly (soft) manner. If the vendor is not selling then you move on.Q: why do you specifically come to Sunday bazaar? Why not someplace else?A: I don’t know any other places.

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Q: how about shopping centres? example tariq road.A: There we keep going. It’s a common thing to go to shopping centres.Q: So do you bargain there too?A: Yes. There is more bargaining at such places. Even though there are a lot of fixed price shops but bargaining takes place everywhere.Q: So do you bargain even if you come alone?A: yes definitely.Q: Do you boast about it to your family and friends?A: Of course. And bargaining is a part of Sunday bazaar and you should know how to bargain here. If you don’t then it’s your loss (financial).Q: So do you shop only for brand new items or used as well?A: To tell you the truth, I’ve never bought anything from Sunday bazaar in my entire lifetimeQ: But you have come here so many times?A: yeah but I just roam around. I’ve never found anything here that’s to my liking (or useful for me).Q:So its an entertainment for you?A: not as such. I come here to accompany my family.Q: So where do you shop normally ?A: I get my stuff from park towers, forum and sometimes zamzama. I only go to the defence Clifton area. The thing is because im in production I have to go to Lahore quetta and such places for drama recordings so I shop where ever find the time and convenience.Q: So when your family shops do they come and talk to you about the bargains they got ?A: not as such. I’m not into i.e. just come here to analyze the crowd. Because I’m back here in Karachi after a long time I had to get some furniture but the furniture here is expensive and no bargaining takes place on furniture.

Respondent # 57

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Gender: Male Income Bracket:15-25k Age bracket: 25-30Profession: Looking after account payables at Imtiaz Super Market Q: How frequently do you visit Sunday Bazaar?A: Once or twice a monthQ: What have you purchased during these visits?A: Clothes and any random thing I come across that I like.Q: Why not any other market?A: I think it’s a good place for shoppingQ: What’s so good about this place?

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A: Well firstly there is a lot of variety. Secondly everything is cheap here.Q: So do you come here alone or with family and friends ?A: I come here with my friends mostly and sometimes alone.Q: Do you shop or come here to look around and for entertainment?A: Definitely I come here to shop. Not for fun.Q: Do you bargain when you make a purchase?A: Yes. It’s a good thing that you get the cheapest price out of the vendor.Q: If you are buying a shirt for 200 Rs how much do you think you can bargain it for?A: Anything worth 200Rs can be bargained for a 100Rs.Half price.Q: How do you get the vendor to give you the item for half the price?A: Well that’s because you are not here to purchase just one shirt. Because they are cheap and you end up buying 5-7 shirts due to which the vendor has to bring down the price.Q: How do you decide the worth of an item?A: As this is not the only market i visit i have an idea about the overall average price of an item in different markets so I can quote a cheaper price to the vendor. I know what a shirt costs in sadder, park towers or liberty so I can guess the average price of a shirt here.Q: Do you think females are better bargainers or males?A: Females are a lot better bargainers.Q: Well why is that?A: Maybe because they are good at talking whereas men are more the silent type except for those who are in the field of marketing.Q: Do you think you are a good bargainer?A: Yes. Because my field is Marketing which makes me a good bargainer.

Respondent # 58Gender: Male Profession: Salaried Age:35-40

Q: What do you get from here?A: There is good branded stuff here; some is new whereas some is used. Sometimes you get really good stuff in used jeans or t-shirts.Q: You come here frequently?A: YesQ: So do you bargain?A: YesQ: You also quote a 10% less rate?A: No. Actually I bargain around 50%.Q: How do you do that?A: Well we start off at 50percent and the vendor eventually gives us a discount of 20-25percent. It also depends on the time. If you try to bargain in the morning it won’t be so effective whereas if you come around evening (maghrib) or night (closing time) you might easily get a 50% off quoted price.Atleast 30-40% offQ: Where do you live?A: CliftonQ: Do you come here alone or with family and friends?A: Friends and Family

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Q: Can you bargain in front of your Family or Friends?A: Yes. No Issues.Q: Do you boast to your family about getting stuff from Sunday bazaar?A: I don’t buy stuff that may seem that I’ve got it from Sunday bazaar.Q: What kind of stuff is excluded?A: Jeans, Shirts, ladies hand bags etc. Previously Shoes too but now only local brands of shoes are available.Q: Do you think bargaining is a necessity or do you do it for entertainment?A: I think it’s a necessity because the vendors always quote a high price. And because we know the market price therefore we would know how much a new levis jeans would cost. For example 3000rs then the used one should not be more than 300rs. Q: Do you come here with a fixed budget?A: No fixed budget or shopping list. We get whatever we like.Q: How do you feel when you buy something at a cheaper price?A: No such feelings because we only buy stuff that we like randomly. No prepurchase decision making. But I know that many people who come here to Sunday bazaar come here with a budget and a shopping list. I think most of the people are from around this locality, someone from Gulshan would never come here.Q: Whats the reason for bringing your friend here?A: The place is new. It’s a completely different experience. Things are not that expensive. The bazaar in itself is different as it is properly constructed.Q: Did you know that Sunday bazaar is Asia’s biggest open air market?A: We had no idea.

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APPENDIX C: Retailer Interview Transcripts

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Retailer # 1

Gender: Male Age bracket: 40-45 Profession: Selling Used Branded Shirts for Men

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Q: Since when have you been putting a stall here in Sunday Bazaar?A: It has been almost 6 years nowQ: That means that you used to put up a stall in the older version of this bazaar too. Which one do you like more, the older one or the new one?A: If we talk in the context of business, the previous one was a smaller bazaar because of which the public was not in much tension. Now the bazaar has increased in size four times. Previously there were 1100 stalls and now there are 2700 stalls. Now you see there is so much differenceQ: We were talking to someone and we found out that the customers find it hard now to find shops due to the bigger size of this bazaar now and buy things from elsewhere if they don’t find their specific retailer. Is there a chance of losing your customers now?A: The problem is not that we are losing customers. The bazaar has grown so vast in size… the bazaar is now better due to the shade and tiled floors…Q: So the income is not being generated according to these renovations…. A: It is not the income… Here, it is all about quality. If we don’t bring in branded quality items then it is a problem… This bazaar is famous for “Luundaa”. You can find shoes, purse, pant and shirt specially…Shirts, trousers etc..Q: Is this market used item dominated?A: No! its all Luundaa. This is all Luunda stock over here. In Luunda, you can buy crockery items, purse, spoons, utensils, teacups, as you have seen on the other side, toys for children. The reason it is so is because of where this stuff is made. That is what a person looks at when buying a product from here. Only because of this reason, luunda is liked hereQ: Tell me, do men come here more or women, considering this is a shirts shop for men?A: Over here.. Women come over here the most…Women also come here. They just don’t randomly go to anywhere else. From medical to teaching to highly educated… all women come here. Foreigners too... It doesn’t matter that the men (retailers) are dealing over here.. they are more intelligent then us, more educated then us.. they know… there are a lot of things happening over here like harassing and well educated females tend to ignore it.. it is not that they are scared. Due to being well educated they know that this is in-built nature of middle class people to do so. This is the key point im telling you…Q: I want to ask how much is this shirt for?A: Over here we deal in Luunda brought shirts…The quality of these shirts that matters here. If the quality is high-fy, he can sell it for Rs. 500 too. I have Marks and Spencer’s too but the price is decided based on year and model of the shirt... I had this Marks and Spencer’s shirt just now

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that was released in 2009 by the name of luxury. One of my customers who lives abroad told me that he bought the exact shirt for $280 Q: As you told me that women come here a lot. So Tell me is there bargaining over here?A: Bargaining has increased now that the bazaar has grown big. 5-6 years ago when we were in the older bazaar there was no bargaining thereQ: So why did this happen?A: Bargaining has increased over here as there is now a difference in quality too. The retailers have created differences in quality too. For example, middle class people are coming here from Korangi and Lalokhet, Lyari, Nazimabad, Gulshan and they have this habit that they won’t buy anything without bargaining. The well-educated class feels bad as he says that he understand the price of a certain item and take this money and give me the product. There are a lot of thing. Tell me where bargaining doesn’t take place?Q: But do you think that there is more bargaining in this marketA: There is bargaining even on when you go to buy gold or diamond. When we go to jewelers, this is what happensQ: So in your opinion who bargains more: Women or Men?A: WomenQ: Why so?A: Women don’t lilke bargaining. It is because they are un-married. I am married with three children. The don’t earn. When they are at home, it is their mother father, sister and brother. And when they get married, she realizes that she should save some money. Men don’t have this realization. It is 10% for Men and 90% for women who is concerned to save. This is because she has to run the whole household budget. She says if I save Rs. 50 by bargaining a thing from 500 to 450. this is the mentality Q: Do you think people residing in Defence and Clifton bargain less than the others?A: They are all same over hereQ: Do you have a shop elsewhere too?A: I have a shop at I.I Chandigarh road. I work there too and here too. I have an off on Sunday and It is also that I like it here… Income is one thing and hard work is also important to meQ: What qualities do you think a good bargainer should have so that you retailers should agree to his quotes?A: This is an art that a retailer has to assess who his customer is and judge him. Being a salesman isn’t easyQ: Do you quote the same price to each customer for the same shirt?A: It is based on the customer. We have to see what is the nature of the customer, at what point will he agree to. What he is thinking and what he understands. You are standing here with me. I will give you the price based on analyzing your personality. Will tell you the price of this shirt Rs. 350.. this is experience I’m sharing with you. You will tell me that you’ve seen it for rs. 200 or less and why are you quoting more? When this question of your will be given to me, that is the point where I will figure out what you want . This is key point that every retailer has.. this is God-gifted to be a good salesperson Q: Is a good nature important? Based on this will you give a better rate?A:Yes good nature means a lot…but rates matter when he actually talks to us. If a person speaks to me nicely I will cater him but if it is otherwise I will not waste my and wait for next person and will not negotiate with him furtherQ: What is your name?

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A: Mohammad Younus

Thank you so much for your time!

Retailer 2

Gender: Male Age bracket: 30-35 Profession: Selling Towels and Table Cloth

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Q: Since have you been putting up a stall here in Sunday Bazaar?A: It has been almost 7-8 yearsQ: And what are you selling over here?A: I sell towels and table cloth etcQ: So you have been putting up a stall before this bazaar was renovated?A: YesQ: so your father also puts a stall over here?A: Yes his shop is a little further away from here… he has been putting up the stall for the past 15-20 years nowQ: Do you feel any difference in the environment of this bazaar? Was the older bazaar better or this one?A: In terms of environment this one is better but in terms of sales, the older one was betterQ: why?A: I don’t know know.. I mean it is convenient but it is more expensiveQ: Do people come and bargain over here?A: Yes they do itQ: why do they do it? How do you feel?A: I try to keep my prices fixed. But the customers still bargain. It is basically customer to customerQ: who do you think bargains more? Men or Women?A: these days it is both of them.. I have kept fixed prices however. Whether it is a woman or a man… no problemQ: So there is no bargaining on your shop?A: It is there but very rarelyQ: Tell me the qualities of a good bargainer who would be able to convince you to lower the price?A: He is should be a good person nature wise... If they customer is nagging me too much then I Lower the price a little or sometimes it depends on my mood.. Mostluy I try to keep a fixed price or if the customer buys a lot of things then I lower it a littleQ: Does it matter if the customer lives in defence clifton?

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A: Actually no. I put up a stall in Gulshan too and supply in parlors tooQ: Do you have a shop or is it bazaars?A: No I put up in Bazaars. There are two bazaars in Defence, Friday and Sunday, and one in GulshanQ:Is there a difference in this bazaar and Friday one?A: Over here there is a lot of quantity as well as stalls and business tooQ: Why so? Both are located in Posh Localities… A: Acutally it is also a holiday on Sunday that is why customers come hereQ: So is the customer profile different in these bazaars?A: No.. As on that side Qayyumabad is nearby and people come from thereQ: People with lesser income come there?A: YesQ: What type of people come to markets where you put up a stall in gulshan?A: Over there…. Middle Class people … over here all classes comeQ: What is your name?A: ShakeelThank you so much for your time!

Retailer 3

Gender: Male Age bracket: 60+ Profession: Selling Old Table Cloth and Lace Items/ Rugs

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Q: Since when have you been putting up a stall here?A: It has been almost 15-16 yearsQ: So you used to put up a stall in the older one too?A: Yes I have been putting up a stall over here since the time that this bazaar used to take place on the roadQ: Which one in your opinion is the better bazaar, older one or newer one?A: The older bazaar was betterQ: Why do you say so?A: That bazaar was less expensive. There a single line would cost you Rs. 200 and now it cost you around Rs. 1900 each Also, this is a bigger bazaar. The customer doesn’t know where I am. Where he would find the item that is needed. We also don’t know… the rent is expensive here. This is weakness over here.. The business here is very low. Previously all retailers were doing good businessQ: So who come here more?A: Both come here…foreigners too… also smarter (intelligent- hoshiar) people come here moreQ: Who are the smarter people?

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A: Foreigners… women who have their boutiques... They buy from us at a lower rate and then redesign it and send it abroad or sell it in their shops at higher prices.. to lower prices is inherent in PakistanisQ: Do you put up a stall elsewhere too?A: I put up a stall here too and near Haji camp tooQ: What is your income from here?A: This is all based on luck... Sometimes it is 10,000, sometime 15k and sometimes even 5k. This is all based on luck. I sell things costing me Rs. 500 at Rs. 1000-1200Q: what is your name?A: M. akram khanQ: If there is a Pathan customer, would you sell at a lower rate to him?A: No. I don’t do that. It is our religion and our belief that matters in which we are all equal. I am not biased. I lower Rs. 50-100, offer cold drinks and tea to my customersQ: Do your old customers from previous bazaar come to you?A: Yes they do. Once a person visits my shop, they always come backThank you so much for your time!

Retailer 4

Gender: Male Age bracket: 13-15 Profession: Selling Sunglasses

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Q: Since when have you been putting up a stall here?A: I have come here from Bajaur Agency and have been putting up a stall for the past 2 years nowQ: How is the business here?A: The business isn’t good here. I have been standing since morning here and there is no sale as yetQ: Where else do you sell your products?A: I sell at Tariq road, bara bazaarQ: why do you sell this if this doesn’t have much profit in it?A: Profit is there but the work here is not good Q: When do you stock your items?A: I buy my stock every four monthsQ: So both men and women buy it from you?A: YesQ: Do they try to lower prices?A: Yes they do itQ: How much do they do it? How much do you quote?

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A: I buy it for Rs.50-60 and sell it for Rs.150-250Q: Were you in older Sunday Bazaar?A: NoQ: How old are you?A: 13. I have an identity card made Q: What is your name?A: najeeb ullahQ: Do you negotiate with customer?A: No I don’t do it muchQ: Who argues more: Men or Women?A: I don’t do much dealing here

Thank you so much for your time!

Retailer 5

Gender: Male Age bracket: 20 Profession: Used Ladies Shirts/ Tops/ pants

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Q: Since when have you been putting up a stall here?A: Its been 4 years nowQ: So do you just have these items or do you sell other items too?A: In Winters we put up sweaters too. In summers it is trousersQ: Is this all your stall? Are you the only person on this shop?A: Yes this is my entire stall and I am here with my brotherQ: Where is your original shop?A: It is in SaddarQ: Is it in Rex Center or Zainab market?A: No there is this market in sadder on the upper sideQ: And on Sundays you come here?A: We put up a stall here once a weekQ: Since you have been putting up a stall here since four years, what do you think that is there income here after the conversion to the newer bazaar?A: These days there is less business hereQ: Why so?A: It is because of the cricket matches taking place Q: And there is usually sale on every Sunday?A: For the past 2-3 months the business is really lowQ: What is the difference in the rental structure here?

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A: That time the rent used to be Rs. 1000, now it is Rs. 1100Q: In your opinion, does the customer bargain more now?A: YesQ: How much do they try to lower the price?A: If we quote Rs. 120, they say Rs. 50 and then the sale closes at around Rs. 70-80Q: You already know that it will close at this much?A: The customers just give Rs.20-30 above cost price that is incurred to usQ: So isn’t it a loss situation for you when the customer tries to lowers the price too much?A: No no we never go in a loss situationQ: where does all this stock come from?A: This all comes from abroad and is all usedQ: and people buy it?A: Those who want to buy it... do buy itQ: Who comes here more: Men or Women?A: Both come hereQ: and who tries to lower the price?A: WomenQ: Why?A: They have a habit of trying to lower the priceQ: Who do you listen to more?A: I listen to both of themQ: Why do you listen to them? What is it with women that you actually give the product to them at a favorable price?A: No, we give it to customers accordingly. If they still want to buy it they can. If they don’t we can’t do our lossQ: Lets say if for you a thing was for Rs. 50 and the customer wants to buy on te same rate, do you ever let that happen?A: Sometimes we do it in order to start the day… it is usually in the morningQ: So in morning you can negotiate with customers?A: In morning we do give itQ: What time should we come at to get a good rate?A: When we begin our day, then only you get good ratesQ: What qualities should a good bargainer have to convince you?A: We don’t agree to them. We give on the rate we quoteQ: If someone talks very nicely?A: we still don’t do itQ: When we asked customers they said you need to be nice to retailers. Do you give it to them?A: We keep less profit but don’t let loss occurQ: Do you plan to continue in this market?A: YesQ: so is it Rs. 1100 for day?A: yes for a dayQ: How much sale do you do?A: these days business is lowQ: and how much sale do you do in low business days?

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A: Around Rs. 4000-5000. And Rs. 4000 is our expense of coming here and going backQ: and how much sale do you get in good days?A: We make sale of Rs. 15000-20000Q: Profit is lesser?A: It is reasonableQ: How old are you?A: 19Q: Your name is?A: Abdullah

Thank you so much for your time!

Retailer # 6:

Gender: Male Age bracket: 25-35 Profession: Selling women Fabrics

Assalam-ualkium! We are students of SZABIST and we are conducting a research based on bargaining specifically in open air retail markets like Sunday Bazaar. The interview will take 5-7 minutes and we will appreciate if you can be a part of this exercise.

A: Okay Sure!Can we also record the audio of this interview?A: Yes

Q: Since when have you been putting up a stall here?A: It’s been 4-5 years nowQ: Were you present in the old bazaar too?A: Yes I used to put a stall thereQ: Which one, according to you, was better? Old one or New OneA: The new one is betterQ: How come?A: The customer is better here… plus now there is lesser dust (sand) Q: Was there more sales previously or now?A: Now there is more sale Q: Where does this stock come from? China?A: Some of it is Chinese and some of it is PakistaniQ: and who goes to China for this purpose?A: Our relatives go thereQ: So does this person buy stock for 4-5 stalls from there?A: No… we buy it from Tariq Road’s whole sale market. There is Dubai Shopping Mall there and we buy it from there and they buy it from China. In china there are 50-60 relatives of ours who do this. We come from Sohrab Goth and are Pathans from Quetta.Q: we noticed that there are more ladies coming to your shop. Do they come alone or with their husbands?A: There are some who come aloneQ: Do they try to lower prices that you quote?

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A: YesQ: and do the men do that too… who are with them?A: That is very obvious (yes)Q: Who tries to be smarter? Is it Men or Women?A: In arguing it is us (retailers) who is smarter. Other then that it is women that try to act smart. They argue too much.Q: Why?A: Women are smarter and try to make us lower the priceQ: Do you feel angry when women try to do that?A: Well we do feel angry when they do so but we don’t take that anger out. We are sitting on a stall and we should be angry?Q: We just met someone who said that if we talk to a pathan with good attitude, then he will lower the price of the good?A: Over here everyone does this. It is not just with Pathans…Every one has a stall here. When women come here and talk to us nicely, we give it to themQ: How much are you selling this for?A: It costs us around Rs. 300 and we sell it for Rs.340-350Q: So what is the response of women like?A: If we quote Rs. 400-450, they will quote it for Rs. 300 and agree on it. They will buy itQ: ok, is it like you tell different rates to different women?A: yes, we rate differently.Q: why do you do that? Is it that particular person is from defence?A: no! defence people are literate and intelligent enough.Q: so how do you decide how to tell people what rates ?A: customer rate them differently, we see the item, if its costly we rate it more, if item is cheap, we rate it cheaper. We rate according to items.Q: how do I bargain with you that you agree with me? What speciality shoul I have?A: hmm. If we feel like then we agree to customer, its not like if a person is repectable and we just give away our item.Q: Do those customers come here who used to come to you in the older bazaar?A: Yes I get our old customers here too that used to come to the older bazaarQ: which one is a better bazaar? This one or the old one?A: This one is better because of cleanliness etcQ: Does this bazaar generate more sales or the previous one did?A: Here there is more sale due to bigger size of the bazaarQ: how much sale is generated every Sunday?A: Sometimes it is Rs 20000 and sometimes it is Rs. 15000Q: Is there a difference these days in sales?A: It is a slow season right now (sales wise). Now as season is changing I will bring in lawn after a month or twoQ: What will you do of this existing stock?A: I will try to sell this for a month or two and then keep it at my shop at Samama Mall.Q: Does it happen that you quote a lesser rate to Pashto speaking customers since you are a Pathan?A: No I don’t do that… Even if he talks in Pashto to me... I treat everyone equally whether he is Punjabi or Pashtu speaking

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Retailer # 7

Gender: MaleAge bracket: 30-35Profession: Selling laces and dress decoration items for women

Q: How long have you been here (had a stall here)?A:22 years. My dad had a stall here and now I run it. Its been 8-10 years since I’m here.Q: Did you have a stall in the old Sunday bazaar ? (Before renovation)A: Yes I was here at that time too.Q: Which one is better ? The old one or the renovated one?A: This one is better.Q: I’ve been told by other retailers that the old one was better, it was small, the rent was low and there were more ‘actual’ buyers.A:Yes, but that is another thing but the rent for the renovated bazaar is not that much either. Also, before a cloth seller made 150Rs profit and he still makes that 150Rs off of a customer.This bazaar is a lot better, its bigger and more people come here.Q: Do you have a shop anywhere else too or only in Sunday bazaar?A: No I have one at ‘Teen talwar’ at the CDG shopping mall.Q: Oh, so you sit there too ? near gulf shopping centre ? A: YesQ: ok, do you have more business there or in Sunday?A: here in Sunday, for one day we earn a lot, but, if we sell an item for 200 here then its going to be of 350 there.Q: there must be men and women both coming to your shop? If men come with women, do women bargain more or men?A: women do more.Q: Why women are more efficient, always women bargain more, why is that so?A: what can I say in Karachi, in this exorbitant era you can see yourself.Q: keeping in mind the high prices, that’s why they bargain?A: yes its costliness.Q: one thing you sell here os for 200 and there at 350? If you fix the price i.e. 200? It’s less for neither of you?A: people don’t buy here directly on fixed prices.Q: if I say how much does this cost, wat will you say?A: I would say yard is for 120 madam.Q: if I say I want it for less?A: I would definitely comment ?Q: for how much would a customer buy this?A: 100… itt cant be discounted more than that.Q: any old customary customers?A: yes there are many boutique people who buy.Q: so you charge them less, that they buy it from you?

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A: yes I charge them less, but there isn’t much difference between the prices, its hardly 5 to 10 rupees difference. its not like I charge ordinary customers 100 and the regular ones 50. Its just 10-15 rupees difference.

Retailer # 8

Gender: MaleAge bracket: 25-40Profession: laces and buttons for women clothes Q: For how many years have you been setting up a stall here?A: for the past seven yearsQ: What difference do you feel between this bazaar and the old one?A: as time changes, we have to change. In that times, the old bazaar was good but now its good too… God has blessed us with it. We are happy with itQ: You come here every Sunday? Where’s your shop?A: we don’t have a proper shop. We setup stalls in different bazaars, Wednesday bazaar, etc. Q: What do you think was the sale in the old times good or today it is better?A: God is great and has blessed us; it used to be good back then and now it is also good.Q: Is the customer base good? Where is the material from, originally?A: Yes, the customer base is handsome. The material is from China. We get plain cloth from Dubai shopping mall, tariq road; we get it and then we got the cloth further designed (ham karhai karate hain kapre par) and we sell it then.Q: Hand made designs as in it goes to the factory?A: yes.Q: so when people get to bargain, does it affect your profit?A: we got 100-200 and we are happy with it; we earn a good living.Q: Don’t you save too much on a sale?A: no we don’tQ: if we ask how much is this for? A metre? A: every cloth is differently priced; this is 1100, this is 1200.Q: if we ask you to give it for 500, then?A: I won’t sell it then.Q: So how much for would you give it to me? Finally?A: if we ask for 1200, we would finally settle at 1000Q: Do you have an old and loyal customer base? Do you offer the same rate to them too?A: yes. The same rates to them; much as much I could lower fifty rupees on the total price.Q: Why does a customer come to you? Do you offer impressive rates or what?A: we have quality cloth, we offer good rates and we work hard so it pays off.Q: So if new customer steps in, he/she bargains more?A: No no, customers here are good.Q: Your customers are women, they have a tendency for bargaining?A: no, customers here are good. Q: female customers here come alone to shop or are accompanied by males?A: they sometimes shop alone and are also accompanies by their males.

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Q: who goes for more bargaining? Males or females?A: Females actually, males do nothing but stand in the back.Q: But why do females do it?A: that’s because they want to save their husband’s money. Somewhat. It is their habit.Q: What technique should be employed for effective bargaining? What would get you to lower the price?A: nothing, everyone’s equal in our eyes and we respect our profession and shopkeepering. If anyone is not interested, we ask them to leave.Q: if someone is dressed as from the upperclass, would you raise the price?A: No, I won’t.Q: are you a pathan?A: No I am a sindhi.Q: so if someone starts talking in sindhi, would you offer them lower rates?A: We do start talking in sindhi but would not offer them lower rates; same rates for everyone. Q: Not even a bit?A: you know how it goes, if the customer gets to know that he is from the same race; then loyalty develops.Q: So does the language matter whilst the bargain?A: No it doesn’t. (I did not get the continuing part). People with the same language are good as it is easy and hassle free, with them, to communicate.Q: Do you think the market condition is good?A: market is good by the grace of God.

Retailer # 9

Gender: MaleAge bracket: 30-35Profession: Selling Clothing items for men/women/children

Q. Since how long have you been working here?A. For the past two, three years i.e. ever since this new bazaar has come into existence, but I also used to set up stalls at the old Sunday Bazaar.Q. Do you have another shop elsewhere?A. Yes, I have a shop at the light house.Q. All the items that you have on sale are second hand?A. Yes. We sale stuff for ladies, gents, children and there are clothing items mostly. In winters I sell jackets. Q. Are you satisfied with your business here in terms of the profit that you get to earn?A. Yes, infact it is much better than before. We get good, educated customers and within a day I sell items worth 15,000-25,000 rupeesQ. How do you handle customers when they insist on bargaining?A. The female customers do that more often as compared to the male customers. So right from the beginning we tell them a higher price so that even after bargaining we are not at a loss. For example we tell the price of a shirt to a male customer for 100 and the same shirt to a female customer for 150 rupees. Also we have seperate salesmen who deal particularly with female customers only.

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Retailer # 10Name: Amir KhanGender: MaleAge bracket: 35-40Profession: Clothing items for men/women/children

Q. Since how long have you been working here?A. Since the past two, three years.Q. Do you have another shop elsewhere too?A. yes I have a shop at magnum mall.Q. Are you satisfied with the profit you get to earn here?A. YesQ. Do you sale items at a fixed price?A. No, there is no fixed price because that discourages the customer from buying stuff. We do allow bargaining to some extent.Q. Do ladies bargain more as compared to the male customers?A. I get both ladies and gents as customers, ladies tend to bargain more. So we have a separate way of dealing with them, making sure that we remain polite as well. Q. Do you quote the same price to ladies and gents?We tell the same price to both ladies and gents and try to cut down on the price only as much as we can afford to because I do not sell second hand items and hence there is only little margin that I can allow during bargaining.

Retailer # 11Name: Ashar Khan

Gender: MaleAge bracket: 30-35Profession: Antiques and Decorations

Q. Do you own a shop elsewhere too?A. NoQ. Do you set up a stall every Sunday?A. YesQ. Fixed price or do you allow bargaining?A. After seeing the market strategy, I have seen that customers wish to bargain; this is a strategy of the customers, so you have to keep your margin and quote a bit higher.Q. How do you handle customers when it comes to bargaining?A. It is the nature of every customer to bargain, however about 80 percent of the women do that for sure. So I tell them a higher price before hand so that even after bargaining I am not at a loss. We come from far places so the transport cost is already high for us and also the charges for the stall itself have to be considered by us.Q. What expenses add up to your cost?A. Carriage is expensive and then stall charges …….these increase our costs

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Retailer # 12Gender: MaleAge bracket: 25-30Profession: Hosiery, Towels, Mats, bedsheets, etc

Q. Since how long have you been working here?A. For the past 20 years.Q. Do you have a shop elsewhere too?A. NoQ. What kind of customers do you get?A. All sorts of, ladies and gents both.Q. Do you sell second hand items?A. No.Q. Do you allow bargaining?A. Yes I increase the price by 20, 30 rupees and then when the customer wants to bargain I am not at a loss.Q. Do women insist more on bargaining as compared to male customers?A. Both insist on bargaining but the women do it more often. We have a margin within which we can allow it, if the customer is not happy with it then we let them go without purchasing anything.Q. Have you ever sold any item at its cost price?A. Very rarely and that too early in the morning or late in the evening.Q. Are you happy with the profit you get to earn irrespective of the bargaining that goes on?A. Yes.

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APPENDIX D: Observations Transcripts

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OBSERVATION 1

Shop: Ladies Clothes

Number of Buyers: 2 ladies

B1: Brother, show me that piece…

S: come come sit baji we have A one quality lawn AND IMPORTED. Which one do you want to see?

B1: show me that one (seller shows it to her )

B2: this is very nice

S: every piece in my shop is nice baji. How many do you want?

B1: how much for the shirt?

S: Rs 300 for one shirt.

B2: we want more so reduce the prices.

S: baji you take one or twenty but price is fixed.

B2: This doesn’t happen anywhere , so reduce the prices bhai .

S: then baji reduce the size of the kapra

B1: bhai please cut this piece (buyer cuts the piece)

B1: show me others as well

(seller shows more and both the buyers are deciding)

S: hurry up baji which one should I cut?

B2: how is the quality of the lawn?

S: A1 quality baji, hurry up which one should I cut? This one??

B1: Cut two from this, one from this and another from this.

Seller to assistant : hurry up! Cut these, what else do you want baji?

B2 selects five shirts and seller cuts them.

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B1: whats my total amount?

S: Rs 1500

B2: how come 1500? You haven’t reduced the price.

S: baji I want total 3000; 1500 from you and 1500 from her. Why don’t you understand baji?

B2: then why did you cut it?

S: baji price cannot be reduced, cannot be reduced, cannot be reduced, cannot be reduce. How many times should I tell you? Now hurry up baji, you told me to cut it so I cut them.

B1: don’t do this bhai

S: Baji things don’t happen like this, don’t happen like this , don’t happen like this . please try to understand .

B1 to B2: give him the money there’s no use arguing.

B2: bhai but this is not right .you should have not cut the suits then.

Both the buyers pay Rs 3000, in total and leave.

Observation:

The buyer tries to reduce the price but the seller is certainly not in a mood to bargain and being an aged pathan, he talks rudely as well. Disagreements arise on the prices when the seller has cut the suits. The seller only agrees to reduce the price if he gives less measurement of cloth or else he is not willing to bargain, irrespective of the fact that both the buyers bought 10 shirts in total.

OBSERVATION 2

Shop: Sunglasses Wala

Buyer is buying sunglasses for his two children who are crying for the glasses.

B (to his son): which one do you want?

Son points out while crying.

B: I will not bring you again.

B to S: bhai show me those glasses? How much are they for?

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S: Rs 50

(the buyer tries the glasses on his son )

B to daughter: do you want it too?

Daughter: if Ali is taking them then I also want them.

B: OK which one?

The daughter points towards the glasses. Both the children are now wearing the glasses.

B to S: bhai I will give Rs 35 for 1 piece so total Rs 70 for both the glasses.

S: Sir give Rs 80 for both.

B: no bhai RS 35 each is final.

Buyer gives Rs 100 to seller and asks for Rs30 change. Seller says ok and returns Rs30 to the buyer.

Observation:

Successful bargain took place. The buyer took two sun glasses whose total cost was Rs. 100 and he gave Rs 70. This transaction was over with in 2 minutes. Men takes less time then women to complete a transaction.

OBSERVATION 3

Shop : DVD shop

B: khan how much is this DVD for?

S: Look at the board, Rs 50 per DVD.

B: I will buy two, give it for Rs 40

S: fixed price no bargain.

B: ok then just give this one.

Observation:

There are also shops in Sunday bazaar who have written their prices on board which are fixed. They don’t bargain at all.

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OBSERVATION 4

Shop: Rug Shop

Lady comes and sees a rug which is on display

Seller: come come baji what do you want?

B: how much is this rug for?

S: baji just look at the variety, come inside and look at these

Shop keeper shows her more

B: what’s the price of that rug on display?

S: Rs 1250 baji

B: what has happened to you? So expensive?

S: Ok, how much do you want it for? I will reduce the price for you.

B: How much will you reduce, its way too expensive

S: Ok I will give it for Rs. 1100

B: No no still very expensive

S: Ok Rs 1000, now take it. This is special price only for you .

Buyer starts walking out

S: Wait baji how much are you willing to pay?

B: Rs 500

S: Go away baji, that’s impossible it doesn’t work this way.

The buyer walks out

Observation:

The seller was bargaining and reducing the price but the buyer wasn’t interested in buying that rug so she quoted such a less price that the buyer refused to sell. The seller quoted a high price

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but he was willing to reduce the price, but Rs 500 was too low for him so the sale didn’t take place.

OBSERVATION 5

Shop: Used Bags shop

Lady buyer comes with her daughter

B: Please show me this bag

Lady buyer to daughter: I think this bag would be perfect for your father.

B to S: how much is this bag for?

S: first see baji, this is imported, excellent quality and it has many pockets and huge space.

B: Is this used?

S:It is as good as new, just have a look at it.

B: Ok open it.

Seller opens the bag but the buyer sees that it is torn from inside.

B: See bhai it is torn

S: Baji I will get it stitched for you

B: How much are you going to give me this for?

S: Rs 2500

B: Rs 2500 for a used and torn bag?

She starts walking out and the seller keeps reducing the price and finally quoted 1500 but she refused to buy it.

Observation:

Profit and bargaining margin on used items is huge. Sellers even come down to 50% of the quoted price to sell their products. Buyers are also aware of this fact that seller always quotes high prices and they will have to reduce it to at least half of the quoted price.OBSERVATION 6

Shop: Ladies garments (Shirts, pants etc)

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2 ladies come into the shop

B1: Are these clothes used or new?

S: Every single piece in my shop is new.

B1: Ok show me that shirt.

B2: This is very nice. How much for this?

S: Rs 250

B1: Ok I am buying this.

B2: Give one to me too

B1: How much are these trousers for?

S: Rs 350 baji

B1 to B2: These are so cheap, I am buying for my gym

B1: Give me this black and pink

B2: Give me this blue one

B2: That red shirt is also nice. Is it for 250 as well?

S: Yes

B2: Give me that as well

Shopkeeper gives all the items they chose and tells them the total. The girls didn’t even check the total, just paid and left.

Observation:

Due to its location Sunday market also attracts rich people who hardly go to Zainab market and find Sunday bazaar very cheap. Price is not an important factor in their decision; they just pay the quoted price to the seller and leave.

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OBSERVATION 7

Shop: Used bags

Buyer 1 = A pathan women who is already at the shop holding a bag and seems willing to buy the bag..

Buyer 2 = Another female customer who comes to this shops and asks the prices of the same bag

B2: Is this bag new or old?

S: Its old but in a very good condition and its imported as well as branded.

B2: What’s the price?

S: Rs 350

B2: Reduce the price; I just want to use this as a shoe bag

S: Keep whatever you want but this lady is willing to buy it in Rs 350

B2: Ok show it to me

B1 who was holding the bag said I am buying it. She gave Rs 350 to the seller.

Seller apologized to B2

Observation:

Sometimes 2 buyers want the same thing and this is the time when the buyer takes advantage of the situation. This results in less bargain and good profit margin for the seller. The seller doesn’t indulge in bargaining and sells the product to the one who is paying a higher price.

OBSERVATION 8

Shop: New branded copy bags

Girl asks for the price of a bag which is hanging and the seller shows her the bag.

S: First see what the quality of the bag is.

B: what is the color range that is available?

S: (Points to a corner) They are all displayed; brown, black and white

B: what is the price of the black one?

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S: It is for Rs 3500 only

B: I haven’t come here for the first time, I know the price range and I am your regular customer. Do you see this bag which I am using, I bought it from you.

S: Baji but there is difference in quality.

B: Ok tell me what your last price is?

S: Price is perfect baji, Rs 3500 is fine.

B: No! I want this bag but not at this price.

S: Ok Rs 3200 only for you.

B: You’ve hardly reduced anything.

S: We don’t have high margins; I have already quoted a reasonable price.

B: Ok give it to me in Rs 2500

Seller asks his boss and his boss says final price Rs 3000

B: Please give it for Rs 2500 because I don’t have Rs 3000

S: Sorry baji I even asked my boss, Rs 3000 is the last price.

B: Give it for Rs 2500 I am your regular customer.

S: This is the reason we have reduced the price to Rs 3000 for you, Rs 2500 is very less.

B: Ok final price is Rs 2700

S: Sorry baji

The seller hangs the bag and the buyer walks away

Observation:

The shopkeeper always has a bargaining margin in their quoted price and they are ready to bargain with the customers but to a certain extent. After that they simply refuse to bargain and they don’t take interest to sell the product to that particular customer as they know that there are other people as well willing to buy their product.

OBSERVATION 9

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Shop: Bag shop

Customers: 2 ladies

Buyer: Show me that bag

Seller shows it to her

B: what is the price?

S: Rs 2500

B: So expensive, its better to buy it from Forum then

S: This quality is different baji

Buyer puts the bags and leaves with out any bargain

Observation:

There are also customers who ask prices and leave without even attempting to bargain. The reason being that the price is very high and they see no point of bargaining as the product is not worth that price.

OBSERVATION 10

Shop: Used Shoes shop

A lady comes to this stall with her husband.

B: Please show that shoe

Lady tries it

B: It’s not looking nice, ok show me the other one.

Seller shows the other shoe

B: It’s not comfortable, show me that blue one, this is nice.

Lady shows it to her husband who likes it and then comes forward for bargain.

Husband: What is the price?

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S: Rs 500 only sirjee

H: Rs 500 for an old shoe? I haven’t come here for the first time, Don’t make a fool out of me.

S: Ok sir how much will you give for it?

H: Rs 250

S: Half price?

H: If you want to give it for 250 then give otherwise we are leaving.

S: Increase few Rs please

Husband starts to walk

S (shouts): take it sirjee

Seller packs it and gives it to him.

Observation:

Women also come with their husbands who bargain for their wives. In case of second hand products there is room for bargain. Seller always quotes a high price and buyer according to his bargaining power bargains for the product. Seller also sells the product on your price even if your price is 50% of the quoted price as the product is used and its cost price at the seller end is low.

OBSERVATION 11

Shop: Used Socks

When asked upon, the seller said that the socks were new but the condition was very bad and some were faded and torn as well so he was lying.

B: how much are the socks for?

S: Rs 35 per pair

B: I want to buy more so I will give Rs 25 per pair.

S: how many do you want?

B: 5 – 6 pairs

S: Take it for Rs 30

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B: No I will give Rs 25 only

S: Ok which one do you want?

Buyer takes out 8 pairs and buys at Rs 25 each.

Observation: The shopkeepers reduce the price if one buys more from them because they have others customers to deal with as well. So some shopkeepers don’t spend too much time on bargaining, either they agree on the customers price or just refuse to sell.

OBSERVATION 12

Shop: Jewelers Shop

B: How much is this locket set for?

S: This one? It’s for Rs 500

B: Why so expensive?

S: It is of good quality

The buyer starts walking out of the stall

S: Wait I will reduce the price

The buyer does not stop.

Observation:

There are customers who don’t like to bargain, they ask prices and if they feel that the product is in their price range then they buy it otherwise they just walk out as they are not interested in bargaining. They prefer going to places where the prices are fixed. This also happens when a customer is at Sunday bazaar for entertainment purpose and just likes asking prices but has no intention of purchasing.

OBSERVATION 13

Location: Shoe Shop

A lady tries one shoe

S: Do you want this baji?

B: Wait I’m looking

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B: How much are they for?

S: Rs 350

Buyer leaves them and looks at others.

S: What happened?

B: Very expensive

S: What do you want to pay?

B: Let me look first.

S: Ok I will reduce the price for you, give me Rs 300

B: Wait, let me have a look

S: Ok take it for Rs 250

B: I don’t like these, wait let me see more

S: I reduced the price and now you say you don’t like it (in a rude tone)

Buyer walks off

Seller gets angry at the buyer

S: What’s the point of wasting time when you don’t want anything?

Observation:

A transaction takes place when both the buyer and seller agree to a price. Over here the seller was constantly decreasing the price but the buyer didn’t purchase the shoe. When the buyer was asked why she didn’t purchase the shoe, she didn’t give an answer. There could be some problem with the product (overheard from the buyer)

OBSERVATION 14

Location: Bag shop

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Family is at the shop. Father tells his wife and daughters to choose bags. They look at the bags and only wife likes one bag and his daughters don’t like any bag.

Husband: how much is this bag for?

S: Rs 400

H: Reduce the price because we will buy more.

S: Ok Rs 350

H: Give it for Rs 250; we will buy 4 of them

S: Ok

As the daughters don’t like any bag, the buyer only wants one now.

S: I agreed to give 4 bags in Rs 250 and now you only want 1 so you will have to pay Rs 350.

Buyers start to walk out

S: This price is only for this time, if you come back the price will not be 350.

H: we will first look at other shops

S: But then the price will not be the same

Buyers walk out of the stall

Observation:

The seller knows the art of bargaining and they even threat the customer that if they don’t buy now then they will not get this deal afterwards.

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OBSERVATION 15

Location: Toy shop

Buyer comes with his 2 sons.

B: What is the price?

S: Rs 50

Seller keeps on shouting: Rs 50, Rs 50, Rs 50

B: Reduce the price and then I will buy 2

S: Price will remain the same even if you buy 10 or 15.

B: Ok give 2

Buyer buys because his children were crying for the toy

Seller gives two toys at Rs 50 each.

Observation

Seller was very smart and he took advantage of the situation because he knew that the buyer will buy the toys at any price as his children were crying for the toy. Otherwise they do bargain on toys if you buy more than 1.

OBSERVATION 16

Location: Bags shop

3 ladies come at a bag shop and take out different bags and each of them chose one.

B: What are the prices?

S: Rs 1000 for the brown one, Rs 1500 for black and Rs 1200 for the white one.

The three of them didn’t bargain and paid whatever the price was.

Observation: The ladies belonged to a rich family due to which bargaining for prices was not good for them as it would harm their image and price was not an important purchasing factor for them. That’s why they bought on the quoted price without any bargaining. ‘It’s a good feeling because it makes us realize how these shopkeepers are making fools out of us by charging such a high price’ (Respondent 12).

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