search query: @author Evans, K. R. / total: 6
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| Author: | Evans, K. R. Beltramini, R. F. |
| Title: | A theoretical model of consumer negotiated pricing : an orientation perspective. |
| Journal: | Journal of Marketing
1987 : APR, VOL. 51:2, p. 58-73 |
| Index terms: | CONSUMERS PRICES NEGOTIATION (SALES) MARKETING MODELS |
| Language: | eng |
| Abstract: | An overview of traditional participant interchange /transaction bound/ research is provided. Then a theoretical framework of pretransaction conditions that contribute to orienting consumers prior to participants interchange is developed. These pretransaction conditions are integrated into an expanded theoretical model of consumer negotiated pricing incorporating this orientation perspective. Finally managerial, public policy and research implications derived from this orientation perspective of consumer negotiated pricing are advanced. |
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