search query: @author Srivastava, J. / total: 4
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| Author: | Srivastava, J. Chakravarti, D. Rapoport, A. |
| Title: | Price and margin negotiations in marketing channels: an experimental study of sequential baargaining under one-sided uncertainty and opportunity cost of delay |
| Journal: | Marketing Science
2000 : SPRING, VOL. 19:2, p. 163-184 |
| Index terms: | Marketing channels Negotiation Prices Models |
| Language: | eng |
| Abstract: | Manufacturers and distributors in maarketing channels commonly establish prices, margins, and other trade terms through negotiations. A game-theoretic model is adapted to predict bargaining behaviour and outcomes in this channel negotiation scenario. |
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