FRINK Linked Data Fragments server

Matches in SemOpenAlex for { <https://semopenalex.org/work/W2074674276> ?p ?o ?g. }

• W2074674276 abstract "As previous research demonstrates, few firms provide full pricing authority to their sales representatives (in the following: sales reps), and those sales representatives who do have full pricing authority may offer too many price concessions in their effort to close the sale. Thus, many sales managers lose the opportunity to use salespeople’s superior customer knowledge and to exploit their customers’ willingness to pay. This study investigates how a company might steer sales reps during price negotiations while still giving them full pricing authority. The proposed instrument is simple to understand, easy to implement, fairly inexpensive, and effective; it posits that the kind of cost information that sales reps receive affects both their cognitive references and their negotiation behavior, which in turn affect negotiated prices. Electronically mediated negotiations in an experimental setting with 119 student dyads (Study 1), as well as replications of the findings using 41 dyads of key account managers (Study 2), indicate that undifferentiated cost information (full costs without information on direct costs) leads to higher reference prices (reservation price, target price, and first offer), as well as stronger attacking behavior and weaker coordinating behavior. These effects yield higher sales prices, and therefore more profit for the company. These results offer sales man-agers valuable insights into the “black box” of negotiations, which may be particularly help-ful for steering sales reps in a situation in which they have full pricing authority." @default.
• W2074674276 created "2016-06-24" @default.
• W2074674276 creator A5006169741 @default.
• W2074674276 creator A5018801238 @default.
• W2074674276 creator A5058995579 @default.
• W2074674276 creator A5075485631 @default.
• W2074674276 date "2009-11-07" @default.
• W2074674276 modified "2023-09-26" @default.
• W2074674276 title "Steering Sales Reps Through Cost Information: An Investigation into the Black Box of Cognitive References and Negotiation Behavior" @default.
• W2074674276 cites W1510431874 @default.
• W2074674276 cites W1520714623 @default.
• W2074674276 cites W1551900229 @default.
• W2074674276 cites W1553299200 @default.
• W2074674276 cites W1577019214 @default.
• W2074674276 cites W1612669784 @default.
• W2074674276 cites W1628106056 @default.
• W2074674276 cites W1746441255 @default.
• W2074674276 cites W1768658168 @default.
• W2074674276 cites W1965340799 @default.
• W2074674276 cites W1965777748 @default.
• W2074674276 cites W1972034440 @default.
• W2074674276 cites W1976481829 @default.
• W2074674276 cites W1977219786 @default.
• W2074674276 cites W1978889214 @default.
• W2074674276 cites W1987258130 @default.
• W2074674276 cites W1990932086 @default.
• W2074674276 cites W1991119101 @default.
• W2074674276 cites W1996408647 @default.
• W2074674276 cites W1999283756 @default.
• W2074674276 cites W2010527565 @default.
• W2074674276 cites W2014134373 @default.
• W2074674276 cites W2014986085 @default.
• W2074674276 cites W2017057453 @default.
• W2074674276 cites W2018542956 @default.
• W2074674276 cites W2025865090 @default.
• W2074674276 cites W2027880940 @default.
• W2074674276 cites W2031221221 @default.
• W2074674276 cites W2033546895 @default.
• W2074674276 cites W2038258091 @default.
• W2074674276 cites W2040699369 @default.
• W2074674276 cites W2047414201 @default.
• W2074674276 cites W2053154970 @default.
• W2074674276 cites W2055209207 @default.
• W2074674276 cites W2057094203 @default.
• W2074674276 cites W2058412778 @default.
• W2074674276 cites W2063233375 @default.
• W2074674276 cites W2064315226 @default.
• W2074674276 cites W2070254443 @default.
• W2074674276 cites W2070846470 @default.
• W2074674276 cites W2071369419 @default.
• W2074674276 cites W2072344978 @default.
• W2074674276 cites W2077878600 @default.
• W2074674276 cites W2083486085 @default.
• W2074674276 cites W2083973240 @default.
• W2074674276 cites W2085043032 @default.
• W2074674276 cites W2104944399 @default.
• W2074674276 cites W2115922855 @default.
• W2074674276 cites W2126155986 @default.
• W2074674276 cites W2126380843 @default.
• W2074674276 cites W2131423223 @default.
• W2074674276 cites W2133469585 @default.
• W2074674276 cites W2134654456 @default.
• W2074674276 cites W2145661391 @default.
• W2074674276 cites W2151869166 @default.
• W2074674276 cites W2171235516 @default.
• W2074674276 cites W2313304402 @default.
• W2074674276 cites W2315567627 @default.
• W2074674276 cites W2321223817 @default.
• W2074674276 cites W2325168813 @default.
• W2074674276 cites W2327866474 @default.
• W2074674276 cites W2333954233 @default.
• W2074674276 cites W2334763087 @default.
• W2074674276 cites W2492027231 @default.
• W2074674276 cites W2612628370 @default.
• W2074674276 cites W2745547123 @default.
• W2074674276 cites W2798350050 @default.
• W2074674276 cites W3121515940 @default.
• W2074674276 cites W3122551428 @default.
• W2074674276 cites W5086244 @default.
• W2074674276 cites W580096264 @default.
• W2074674276 cites W60853080 @default.
• W2074674276 cites W653508477 @default.
• W2074674276 cites W2008932684 @default.
• W2074674276 hasPublicationYear "2009" @default.
• W2074674276 type Work @default.
• W2074674276 sameAs 2074674276 @default.
• W2074674276 citedByCount "0" @default.
• W2074674276 crossrefType "posted-content" @default.
• W2074674276 hasAuthorship W2074674276A5006169741 @default.
• W2074674276 hasAuthorship W2074674276A5018801238 @default.
• W2074674276 hasAuthorship W2074674276A5058995579 @default.
• W2074674276 hasAuthorship W2074674276A5075485631 @default.
• W2074674276 hasConcept C139749660 @default.
• W2074674276 hasConcept C144031788 @default.
• W2074674276 hasConcept C144133560 @default.
• W2074674276 hasConcept C162324750 @default.
• W2074674276 hasConcept C162853370 @default.
• W2074674276 hasConcept C165696696 @default.
• W2074674276 hasConcept C175444787 @default.
• W2074674276 hasConcept C17744445 @default.

• next