Steering sales reps through cost information : an investigation into the the black box of cognitive references and negotiation behavior
Year of publication: |
2010
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Authors: | Wilken, Robert ; Cornelißen, Markus ; Backhaus, Klaus ; Schmitz, Christian |
Published in: |
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy. - Amsterdam : Elsevier, ISSN 0167-8116, ZDB-ID 622691-7. - Vol. 27.2010, 1, p. 69-82
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Subject: | Behavioral Accounting | Behavioral accounting | Verkaufspersonal | Salespeople | Preismanagement | Pricing strategy | Verhandlungstechnik | Negotiation techniques |
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