Willing to pay more, eager to pay less: The role of customer loyalty in price negotiations

Journal of Marketing

Volumn 78, Issue 6, 2014, Pages 17-37

  Wieseke, Jan ^a,b,c   Alavi, Sascha ^b   Habel, Johannes ^b  

^a RUHR UNIVERSITY BOCHUM   (Germany)

^b EUROPEAN SCHOOL OF MANAGEMENT AND TECHNOLOGY   (Germany)

^c LOUGHBOROUGH UNIVERSITY   (United Kingdom)

Author keywords

Customer loyalty; Personal selling; Price negotiations; Pricing; Retailing

Indexed keywords

EID: 84921417794     PISSN: 00222429     EISSN: 15477185     Source Type: Journal    
DOI: 10.1509/jm.13.0104     Document Type: Article

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