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Salespersons often spend time and money giving prospective buyers compliments such as kind words, meals and gifts. Though prior research has shown that compliments will influence a prospective buyer's decision, it is unknown the extent to which salespersons should make these investments. In this...
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the period 1995-2001, we study the interconnections between exports and domestic sales. We identify exogenous shocks that … results show that exogenous variations in foreign sales are positively associated with domestic sales, even after controlling … for changes in domestic demand. A 10% exogenous increase in exports generates a 1 to 3% increase in domestic sales in the …
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and on product characteristics privately known by the seller? The optimum is characterized by a mediated selling protocol …
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generate sales that are nearly 30% higher and are sold by higher quality sellers. The market design implication is that …
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Praxisbeispielen und empirischen Erkenntnissen wird veranschaulicht, wie Kundenbewertungen den Absatz von Produkten und …
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