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~subject:"Pricing strategy"
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Pricing strategy
Salespeople
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Journal of the Academy of Marketing Science
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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ECONIS (ZBW)
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Steering sales reps through cost information : an investigation into the the black box of cognitive references and negotiation behavior
Wilken, Robert
;
Cornelißen, Markus
;
Backhaus, Klaus
; …
- In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
1
,
pp. 69-82
Persistent link: https://www.econbiz.de/10003960769
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2
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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3
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
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