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Channel negotiations with information asymmetries : contingent influences of communication and trustworthiness reputations

Srivastava, Joydeep; Chakravarti, Dipankar - In: Journal of marketing research : JMR 46 (2009) 4, pp. 557-572

Persistent link: https://www.econbiz.de/10003872343

Price presentation effects in purchases involving trade-ins

Srivastava, Joydeep; Chakravarti, Dipankar - In: Journal of marketing research : JMR 48 (2011) 5, pp. 910-919

Persistent link: https://www.econbiz.de/10009355017

Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-Sided Uncertainty and Opportunity Cost of Delay - It's a lot like play...

Srivastava, Joydeep; Chakravarti, Dipankar; Rapoport, Amnon - In: Marketing science : the marketing journal of the … 19 (2000) 2, pp. 163-184

Persistent link: https://www.econbiz.de/10006907279

Channel Negotiations with Information Asymmetries: Contingent Influences of Communication and Trustworthiness Reputations

Srivastava, Joydeep; Chakravarti, Dipankar - In: Journal of marketing research : JMR 46 (2009) 4, pp. 557

Persistent link: https://www.econbiz.de/10008274864

Price Presentation Effects in Purchases Involving Trade-Ins

Srivastava, Joydeep; Chakravarti, Dipankar - In: Journal of marketing research : JMR 48 (2011) 5, pp. 910-920

Persistent link: https://www.econbiz.de/10009966654

Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-sided Uncertainty and Opportunity Cost of Delay

Srivastava, Joydeep; Chakravarti, Dipankar; Rapoport, Amnon - In: Marketing Science 19 (2000) 2, pp. 163-184

Manufacturers and distributors in marketing channels commonly establish prices, margins, and other trade terms through negotiations. These negotiations have significant impact on channel members' profit streams over the duration of the business relationship. We consider a situation where a...

Persistent link: https://www.econbiz.de/10008787800