Saving on discounts through accurate sensing : salespeople's estimations of customer price importance and their effects on negotiation success
Sascha Alavi, Jan Wieseke, Jan H. Guba (The Mario Rese Inspired Sales & Marketing Department, University of Bochum, Germany)
| Year of publication: |
March 2016
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|---|---|
| Authors: | Alavi, Sascha ; Wieseke, Jan ; Guba, Jan Helge |
| Published in: |
Journal of retailing. - New York, NY [u.a.] : Elsevier, ISSN 0022-4359, ZDB-ID 410802-4. - Vol. 92.2016, 1, p. 40-55
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| Subject: | Retail negotiations | Individual pricing | Perceptual accuracy | Price importance | Negotiation performance | Verhandlungen | Negotiations | Verkaufspersonal | Salespeople | Sparen | Savings | Preis | Price | Preismanagement | Pricing strategy | Konsumentenverhalten | Consumer behaviour |