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Sales force behavior, pricing information, and pricing decisions

Elmaghraby, Wedad; Jank, Wolfgang; Zhang, Shu; … - In: Manufacturing & service operations management : M & SOM 17 (2015) 4, pp. 495-510

Persistent link: https://www.econbiz.de/10011387989

Salesperson dual agency in price negotiations

Lawrence, Justin M.; Scheer, Lisa K.; Crecelius, Andrew T. - In: Journal of marketing 85 (2021) 2, pp. 89-109

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Automating the B2B salesperson pricing decisions : a human-machine hybrid approach

Karlinsky-Shichor, Yael; Netzer, Oded - In: Marketing science 43 (2024) 1, pp. 138-157

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Price increases and their financial consequences in international business-to-business selling

Friess, Maximilian; Kassemeier, Roland - In: Journal of international marketing 32 (2024) 1, pp. 92-111

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Dynamic targeted pricing in B2B relationships

Zhang, Jonathan Z.; Netzer, Oded; Ansari, Asim - In: Marketing science 33 (2014) 3, pp. 317-337

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Choosing the discount size in the software industry : how to incentivise the salesforce

Bergers, Dominic; Ghaffari, Mahsa; Viglia, Giampaolo; … - In: Industrial marketing management : the international … 109 (2023), pp. 232-244

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Value quantification capabilities in industrial markets

Hinterhuber, Andreas - In: Journal of business research : JBR 76 (2017), pp. 163-178

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Consumer rebate strategy for a manufacturer selling price-quality differentiated products

Majumder, Sani; Nielsen, Izabela; Maity, Susanta; Saha, … - In: International transactions in operational research : a … 32 (2025) 5, pp. 3008-3049

Persistent link: https://www.econbiz.de/10015375836

Automating the B2B Salesperson Pricing Decisions : A Human-Machine Hybrid Approach

Karlinsky-Shichor, Yael - 2020

reapplies the salesperson's pricing policy. We conduct a field experiment with the B2B retailer, providing salespeople with … their own model's price recommendations in real-time through the retailer's CRM system, and allowing them to adjust their … original pricing accordingly. We find that despite the loss of non-codeable information available to the salesperson but not to …

Persistent link: https://www.econbiz.de/10012849607

A numerical optimization approach for pricing components in customer defined bundles in a B2B market

Raj, Ritwik; Karwan, Mark H.; Murray, Chase; Sun, Lei - In: Computers & operations research : and their … 155 (2023), pp. 1-17

Persistent link: https://www.econbiz.de/10014339014