Affiliation:
1. Associate Professor of Marketing
2. Associate Professor of Marketing and Advertising, College of Business, Arizona State University.
Abstract
The authors advance a theoretical model of consumer negotiated pricing, using an orientation perspective. An overview of traditional participant interchange (transaction bound) negotiation research is provided, and a theoretical framework of pretransaction conditions that contribute to orienting consumers prior to participant interchange is developed. Finally, several managerial, public policy, and research implications derived from the orientation perspective are discussed.
Subject
Marketing,Business and International Management
Cited by
13 articles.
订阅此论文施引文献
订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献