Price negotiating for services : elucidating the ambivalent effects on customers' negotiation aspirations
Sascha Alavi, Johannes Habel, Marco Schwenke, Christian Schmitz
| Year of publication: |
2020
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|---|---|
| Authors: | Alavi, Sascha ; Habel, Johannes ; Schwenke, Marco ; Schmitz, Christian |
| Published in: |
Journal of the Academy of Marketing Science. - New York, NY : Springer Science + Business Media LLC, ISSN 0092-0703, ZDB-ID 1187865-4. - Vol. 48.2020, 2, p. 165-185
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| Subject: | Price negotiations | Personal selling | Goods versus services | Heterogeneity | Inseparability | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory | Verkauf | Selling | Preismanagement | Pricing strategy | Konsumentenverhalten | Consumer behaviour |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-019-00676-4 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012290940