Choosing the discount size in the software industry : how to incentivise the salesforce
Dominic Bergers, Mahsa Ghaffari, Giampaolo Viglia, Raffaele Filieri
| Year of publication: |
2023
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|---|---|
| Authors: | Bergers, Dominic ; Ghaffari, Mahsa ; Viglia, Giampaolo ; Filieri, Raffaele |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 109.2023, p. 232-244
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| Subject: | Anchoring effect | B2B sales | Pricing | Reference discount | Reference price | Status quo bias | Softwareindustrie | Software industry | Preismanagement | Pricing strategy | B-to-B-Marketing | Business-to-business marketing | Verkaufspersonal | Salespeople | Theorie | Theory |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2023.02.002 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014282247