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A comparative study of Vietnamese and American customers' behavior in negotiation style and implications for global pricing strategy
Pickle, Lee; Dinh Thi Thanh Van - In: Global journal of international business research 2 (2009) 2, pp. 37-49
Persistent link: https://www.econbiz.de/10003893825
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A comparative study of Vietnamese and American customers' behavior in negotiation style and implications for global pricing strategy
Pickle, Lee; Dinh Thi Thanh Van - In: Asia Pacific journal of finance and banking research 3 (2009) 3, pp. 53-65
Persistent link: https://www.econbiz.de/10003897001
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Willing to pay more, eager to pay less : the role of customer loyalty in price negotiations
Wieseke, Jan; Alavi, Sascha; Habel, Johannes - In: Journal of marketing 78 (2014) 6, pp. 17-37
Persistent link: https://www.econbiz.de/10010463462
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A theoretical model of consumer negotiated pricing : an orientation perspective
Evans, Kenneth R. - In: Journal of marketing 51 (1987) 2, pp. 58-73
Persistent link: https://www.econbiz.de/10001052902
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Correlates of haggling behaviour
Agbonifoh, Bas A. - In: Benin journal of social sciences 1 (1985) 1, pp. 27-36
Persistent link: https://www.econbiz.de/10001053105
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Pricing with bargain hunting consumers
Gentry, Matthew; Pesendorfer, Martin - In: Games and economic behavior 129 (2021), pp. 549-569
Persistent link: https://www.econbiz.de/10012819906
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Perceived versus negotiated discounts : the role of advertised reference prices in price negotiations
Jindal, Pranav - In: Journal of marketing research 59 (2022) 3, pp. 578-599
Persistent link: https://www.econbiz.de/10013258055
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Buying Used Products for Remanufacturing : Negotiating or Posted Pricing
Gönsch, Jochen - 2014
contrast, the remanufacturer can significantly increase his profit by using negotiations if he is the Stackelberg follower …
Persistent link: https://www.econbiz.de/10013060514
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Price negotiating for services : elucidating the ambivalent effects on customers' negotiation aspirations
Alavi, Sascha; Habel, Johannes; Schwenke, Marco; … - In: Journal of the Academy of Marketing Science 48 (2020) 2, pp. 165-185
Persistent link: https://www.econbiz.de/10012290940
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Search frictions and market power in negotiated price markets
Allen, Jason; Clark, Robert; Houde, Jean-Francois - 2018 - This version: March 12, 2018
We provide a framework for empirical analysis of negotiated-price markets. Using mortgage market data and a search and negotiation model, we characterize the welfare impact of search frictions and quantify the role of search costs and brand loyalty for market power. Search frictions reduce...
Persistent link: https://www.econbiz.de/10011809443