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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
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B-to-B sales approaches
Gomez Macfarland, Hector - In: International business development : a concise textbook …, (pp. 177-195). 2021
Persistent link: https://www.econbiz.de/10012606634
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Why salespeople avoid big-whale sales opportunities
Xu, Juan; Borgh, Michel van der; Nijssen, E. J.; Lam, Son K. - In: Journal of marketing 86 (2022) 5, pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
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Why do salespeople spend so much time lobbying for low prices?
Simester, Duncan; Zhang, Juanjuan - In: Marketing science : the marketing journal of the … 33 (2014) 6, pp. 796-808
Persistent link: https://www.econbiz.de/10010468391
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Selling Price and Selling Time : The Impact of Seller Motivation
Glower, Michel - 1995
This study considers the role that seller motivation plays in determining sales price and selling time. We find that … sale prices are directly related to the estimated value of the property and to the amount of over-pricing, which is … directly related to the seller's level of motivation. Further, a seller who has a planned date to move will over-price less …
Persistent link: https://www.econbiz.de/10012473818
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Does ticket sales information disclosure affect speed of ticket sales?
Chiu, Chia-Ning; Kung, Ling-Chieh; Sun, Pei-Yu - In: International journal of market research 65 (2023) 4, pp. 484-503
Persistent link: https://www.econbiz.de/10014322095
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Self-selected sales incentives : evidence of their effectiveness, persistence, durability, and underlying mechanisms
Bommaraju, Raghu; Hohenberg, Sebastian - In: Journal of marketing 82 (2018) 5, pp. 106-124
Persistent link: https://www.econbiz.de/10011912142
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Effect of salesperson personality on sales performance from the customer's perspective : application of socioanalytic theory
Echchakoui, Said - In: European journal of marketing : EJM 51 (2017) 9/10, pp. 1739-1767
Persistent link: https://www.econbiz.de/10011755504
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Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.; Bommaraju, Raghu; Ahearne, Michael; … - In: Journal of marketing research 56 (2019) 4, pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
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Temporary sales prices and asymmetric price transmission
Tifaoui, Said; Cramon-Taubadel, Stephan von - In: Agribusiness : an internat. journal 33 (2017) 1, pp. 85-97
Persistent link: https://www.econbiz.de/10011713833