Saving on discounts through accurate sensing - Salespeople's estimations of customer price importance and their effects on negotiation success

© 2015 New York University. Discount negotiations are prevalent in retailing and serve as key instruments for adjusting retail prices to the individual customer. Accurate perception of the importance the customer attaches to price, which the authors label as customer price importance (CPI) sensing,...

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Bibliographic Details
Main Authors: Sascha Alavi, Jan Wieseke, Jan H. Guba
Format: Default Article
Published: 2015
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