Agency problems in solution selling : how customer perceptions of opportunism and customer characteristics impede their acceptance of outcome-based pricing
Year of publication: |
2022
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Authors: | Pieringer, Eva C. ; Totzek, Dirk |
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. 106.2022, p. 279-291
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Subject: | Agency theory | Contracting | Opportunism | Outcome-based pricing | Solutions | Prinzipal-Agent-Theorie | Konsumentenverhalten | Consumer behaviour | Preismanagement | Pricing strategy | Beziehungsmarketing | Relationship marketing | Verkauf | Selling |
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