Matches in SemOpenAlex for { <https://semopenalex.org/work/W4220954851> ?p ?o ?g. }
- W4220954851 endingPage "712" @default.
- W4220954851 startingPage "689" @default.
- W4220954851 abstract "Abstract Although customer orientation is widely endorsed as a crucial salesperson characteristic, little is known about its effect in price negotiations with customers. This study rectifies this omission and argues for its ambiguous effects. While customer-oriented salespeople create value for customers that enables them to reduce price concessions, they may overly focus on customers’ needs and, in doing so, hesitate to defend against such requests. Results of two quantitative studies and one preliminary qualitative study reveal that customer-oriented salespeople do not unconditionally benefit from their created value in price negotiations with customers. That is, salespeople effectively leverage their created value to negotiate prices with customers only if their sales managers instill confidence that high prices are justified. Furthermore, we find that profit-related incentives reduce undesired consequences of salespeople’s customer orientation in price negotiations." @default.
- W4220954851 created "2022-04-03" @default.
- W4220954851 creator A5011795214 @default.
- W4220954851 creator A5018801238 @default.
- W4220954851 creator A5035054127 @default.
- W4220954851 creator A5081967396 @default.
- W4220954851 date "2022-03-05" @default.
- W4220954851 modified "2023-10-04" @default.
- W4220954851 title "Customer-oriented salespeople’s value creation and claiming in price negotiations" @default.
- W4220954851 cites W1707392729 @default.
- W4220954851 cites W1920751668 @default.
- W4220954851 cites W1966814609 @default.
- W4220954851 cites W1971246497 @default.
- W4220954851 cites W1979416933 @default.
- W4220954851 cites W1980470076 @default.
- W4220954851 cites W1988361795 @default.
- W4220954851 cites W1990103985 @default.
- W4220954851 cites W1995346707 @default.
- W4220954851 cites W1996987020 @default.
- W4220954851 cites W1999205735 @default.
- W4220954851 cites W1999291824 @default.
- W4220954851 cites W2007824065 @default.
- W4220954851 cites W2007851141 @default.
- W4220954851 cites W2031221221 @default.
- W4220954851 cites W2036063909 @default.
- W4220954851 cites W2040780635 @default.
- W4220954851 cites W2046108506 @default.
- W4220954851 cites W2047414201 @default.
- W4220954851 cites W2050759581 @default.
- W4220954851 cites W2054617574 @default.
- W4220954851 cites W2057244693 @default.
- W4220954851 cites W2057429264 @default.
- W4220954851 cites W2059365283 @default.
- W4220954851 cites W2081411763 @default.
- W4220954851 cites W2081697200 @default.
- W4220954851 cites W2088609256 @default.
- W4220954851 cites W2093745265 @default.
- W4220954851 cites W2097325919 @default.
- W4220954851 cites W2101975537 @default.
- W4220954851 cites W2102059828 @default.
- W4220954851 cites W2106096361 @default.
- W4220954851 cites W2106110204 @default.
- W4220954851 cites W2108561834 @default.
- W4220954851 cites W2108671876 @default.
- W4220954851 cites W2109277955 @default.
- W4220954851 cites W2110887054 @default.
- W4220954851 cites W2115217290 @default.
- W4220954851 cites W2121578662 @default.
- W4220954851 cites W2131423223 @default.
- W4220954851 cites W2134591614 @default.
- W4220954851 cites W2139249918 @default.
- W4220954851 cites W2139686072 @default.
- W4220954851 cites W2145520874 @default.
- W4220954851 cites W2150865814 @default.
- W4220954851 cites W2153000132 @default.
- W4220954851 cites W2154683799 @default.
- W4220954851 cites W2159306398 @default.
- W4220954851 cites W2165338915 @default.
- W4220954851 cites W2169108863 @default.
- W4220954851 cites W2169700070 @default.
- W4220954851 cites W2274747572 @default.
- W4220954851 cites W2321223817 @default.
- W4220954851 cites W2557692464 @default.
- W4220954851 cites W2606700149 @default.
- W4220954851 cites W2612780478 @default.
- W4220954851 cites W2744735262 @default.
- W4220954851 cites W2764196248 @default.
- W4220954851 cites W2793560204 @default.
- W4220954851 cites W2895731318 @default.
- W4220954851 cites W2929944927 @default.
- W4220954851 cites W2942144670 @default.
- W4220954851 cites W2962458959 @default.
- W4220954851 cites W2968238541 @default.
- W4220954851 cites W2981681484 @default.
- W4220954851 cites W2983425198 @default.
- W4220954851 cites W2984898617 @default.
- W4220954851 cites W2986232119 @default.
- W4220954851 cites W2987304398 @default.
- W4220954851 cites W3092732965 @default.
- W4220954851 cites W3097784910 @default.
- W4220954851 cites W3121546737 @default.
- W4220954851 cites W3122456666 @default.
- W4220954851 cites W3122497439 @default.
- W4220954851 cites W3125064377 @default.
- W4220954851 cites W3125109203 @default.
- W4220954851 cites W4235678817 @default.
- W4220954851 cites W4235867356 @default.
- W4220954851 cites W4237007432 @default.
- W4220954851 cites W4238559129 @default.
- W4220954851 cites W4239439007 @default.
- W4220954851 cites W4243667233 @default.
- W4220954851 cites W4245881823 @default.
- W4220954851 cites W4246718271 @default.
- W4220954851 cites W4247841719 @default.
- W4220954851 cites W4249733270 @default.
- W4220954851 cites W4254434816 @default.
- W4220954851 doi "https://doi.org/10.1007/s11747-022-00846-x" @default.
- W4220954851 hasPublicationYear "2022" @default.