Price and margin negotiations in marketing channels: An experimental study of sequential bargaining under one-sided uncertainty and opportunity cost of delay

Marketing Science

Volumn 19, Issue 2, 2000, Pages 163-184

  Srivastava, Joydeep ^a   Chakravarti, Dipankar ^b   Rapoport, Amnon ^c  

^a UNIVERSITY OF CALIFORNIA   (United States)

^b UNIVERSITY OF COLORADO   (United States)

^c UNIVERSITY OF ARIZONA   (United States)

Author keywords

Behavioral game theory; Distribution channels; Experimental economics; Margin negotiation; Sequential bargaining

Indexed keywords

EID: 0034146852     PISSN: 07322399     EISSN: None     Source Type: Journal    
DOI: 10.1287/mksc.19.2.163.11806     Document Type: Article

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