"Let's make a deal" : price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies

Yvette M. Holmes, Lauren Skinner Beitelspacher, Bryan Hochstein, Willy Bolander

Year of publication:	September 2017
Authors:	Holmes, Yvette M. ; Beitelspacher, Lauren Skinner ; Hochstein, Bryan ; Bolander, Willy
Published in:	Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 78.2017, p. 81-92
Subject:	Negotiation \| Price \| Persuasion knowledge \| Price concession \| Customer satisfaction \| Kundenzufriedenheit \| Konsumentenverhalten \| Consumer behaviour \| Preismanagement \| Pricing strategy \| Verkaufspersonal \| Salespeople \| Verhandlungen \| Negotiations \| Beziehungsmarketing \| Relationship marketing

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