کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
5109588 1482843 2017 12 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
“Let's make a deal:” Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies
ترجمه فارسی عنوان
یک معامله: یک معامله نتایج حاصل از قیمت و تعامل دانش و استراتژی های مذاکره فروشنده
کلمات کلیدی
مذاکره، قیمت، دانش محرمانه، امتیازات قیمت، رضایت مشتری،
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری کسب و کار و مدیریت بین المللی
چکیده انگلیسی
In response to increased consumer empowerment and frugality, many business-to-consumer (B2C) firms now negotiate “deals” with customers. Understanding how buyer and seller inputs affect negotiation outcomes is important because successful completion, or a closed sale, results in perceived value (based on the negotiated price) for both the customer and the seller. We suggest negotiation is influenced by the persuasion knowledge of the customer and the negotiation strategies used by the salesperson to manage conflicts that arise during the process. Using unique dyadic data from the automotive industry that combines multisource (salesperson and customer) survey data with objective purchase price information, we find that price outcomes and customer satisfaction depend on the different interactions of customer persuasion knowledge and salesperson negotiation strategies. The results suggest that perceived value may be generated for both the selling firm and the customer based on these unique inputs.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 78, September 2017, Pages 81-92
نویسندگان
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