A neural network approach to predicting price negotiation outcomes in business-to-business contexts

Expert Systems with Applications

Volumn 40, Issue 8, 2013, Pages 3028-3035

  Moosmayer, Dirk C ^a   Chong, Alain Yee Loong ^a   Liu, Martin J ^a   Schuppar, Bjoern ^b  

^a University of Nottingham   (China)

^b Schuppar Consulting Ltd and Co KG   (Germany)

Author keywords

Business to business marketing; Neural network; Price negotiation; Regression analysis

Indexed keywords

BUSINESS RELATIONSHIPS; BUSINESS TO BUSINESS; BUSINESS-TO-BUSINESS MARKETING; COLLINEARITY; NEURAL NETWORK MODEL; PRICE INCREASE; PRICE NEGOTIATIONS; PRICE PREMIUMS; PROFIT DRIVERS; RESEARCH MODELS; RESERVATION PRICE; SALES PERSONNEL; STANDARD ERRORS;

COMMERCE; FORECASTING; INDUSTRY; NEURAL NETWORKS; PROFITABILITY; REGRESSION ANALYSIS; SALES; STATISTICS;

COSTS;

EID: 84874660092     PISSN: 09574174     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.eswa.2012.12.018     Document Type: Article

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