ALAVI, S., WIESEKE, J. and 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), pp. 40-55.
This work is made available according to the conditions of the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0) licence. Full details of this licence are available at: https://creativecommons.org/licenses/by-nc-nd/4.0/
Publication date
2015-10-12
Notes
This paper was accepted for publication in the journal Journal of Retailing and the definitive published version is available at https://doi.org/10.1016/j.jretai.2015.08.002