Mixed interpretations of sales proposal signals
Year of publication: |
September 2016
|
---|---|
Authors: | Johnson, Jeff S. ; Friend, Scott B. ; Malshe, Avinash |
Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 36.2016, 3, p. 264-280
|
Subject: | sales proposal selection | signaling theory | price concessions | proposal specificity | comparative customer examples | qualitative | Signalling | Theorie | Theory | Verkauf | Selling | Preismanagement | Pricing strategy |
-
Pricing and signaling with frictions
Delacroix, Alain, (2013)
-
Pricing and Signaling with Frictions
Delacroix, Alain, (2012)
-
Bougheas, Spiros, (2017)
- More ...
-
Key account relationships : an exploratory inquiry of customer-based evaluations
Friend, Scott B., (2014)
-
Levels of analysis and sources of data in sales research : a multilevel-multisource review
Johnson, Jeff S., (2014)
-
Indsales model : a facet-level job satisfaction model among salespeople
Friend, Scott B., (2013)
- More ...