Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations
Author:
Funder
University of Warwick
Publisher
Springer Science and Business Media LLC
Subject
Marketing,Economics and Econometrics,Business and International Management
Link
http://link.springer.com/content/pdf/10.1007/s11747-019-00676-4.pdf
Reference86 articles.
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3. Alavi, S., Habel, J., Guenzi, P., & Wieseke, J. (2018). The role of leadership in salespeople’s price negotiation behavior. Journal of the Academy of Marketing Science, 46(4), 703–724.
4. Alavi, S., Wieseke, J., & Guba, J. H. (2016). Saving on discounts through accurate sensing–salespeople's estimations of customer price importance and their effects on negotiation success. Journal of Retailing, 92(1), 40–55.
5. Amanatullah, E. T., Morris, M. W., & Curhan, J. R. (2008). Negotiators who give too much: unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining. Journal of Personality and Social Psychology, 95(3), 723–738.
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