"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
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| 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
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| Subject: | Negotiation | Price | Persuasion knowledge | Price concession | Customer satisfaction | Preismanagement | Pricing strategy | Verhandlungen | Negotiations | Konsumentenverhalten | Consumer behaviour | Kundenzufriedenheit | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2017.04.009 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011736241