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Perceived Versus Negotiated Discounts: The Role of Advertised Reference Prices in Price Negotiations.

• Authors : Jindal, Pranav

Subjects: DISCOUNT prices; SALES promotion; BUSINESS negotiation

• Source: Journal of Marketing Research (JMR); Jun2022, Vol. 59 Issue 3, p578-599, 22p, 1 Color Photograph, 10 Charts, 2 Graphs

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A Reference-Dependent-Preferences-Based Model of Extended Warranty Purchase Decisions.

• Authors : Lee, Hyeong-Tak; Venkataraman, Sriram

Subjects: WARRANTY; DECISION making; PURCHASING

• Source: Journal of Marketing Research (JMR); Jun2022, Vol. 59 Issue 3, p641-658, 18p, 7 Charts, 4 Graphs

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The Profitability of Revenue-Based Quotas Under Price Negotiation

• Authors : Jindal, Pranav; Newberry, Peter

• Source: Management Science. February, 2022, Vol. 68 Issue 2, p917, 24 p.

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Improving Business-to-Business Customer Satisfaction Programs: Assessment of Asymmetry, Heterogeneity, and Financial Impact.

• Authors : Mittal, Vikas; Han, Kyuhong; Lee, Ju-Yeon

Subjects: INDUSTRIAL marketing; CUSTOMER satisfaction; INFORMATION asymmetry

• Source: Journal of Marketing Research (JMR); Aug2021, Vol. 58 Issue 4, p615-643, 29p, 2 Diagrams, 9 Charts, 3 Graphs

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The Importance of Price Beliefs in Consumer Search.

• Authors : Jindal, Pranav; Aribarg, Anocha

Subjects: CONSUMER attitudes; CONSUMER behavior; SEARCHING behavior

• Source: Journal of Marketing Research (JMR); Apr2021, Vol. 58 Issue 2, p321-342, 22p, 1 Diagram, 3 Charts, 8 Graphs

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Sequential Bargaining in the Field: Evidence from Millions of Online Bargaining Interactions.

• Authors : Backus, Matthew; Blake, Thomas; Larsen, Brad

• Source: Quarterly Journal of Economics; Aug2020, Vol. 135 Issue 3, p1319-1361, 43p, 1 Black and White Photograph, 1 Diagram, 7 Charts, 8 Graphs

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Help Me Help You! Employing the Marketing Mix to Alleviate Experiences of Donor Sacrifice.

• Authors : Bradford, Tonya Williams; Boyd, Naja Williams

Subjects: NONPROFIT organizations; MARKETING mix; SOCIAL support

• Source: Journal of Marketing; May2020, Vol. 84 Issue 3, p68-85, 18p, 3 Charts

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Transparency and Negotiated Prices: The Value of Information in Hospital-Supplier Bargaining.

• Authors : Grennan, Matthew; Swanson, Ashley

Subjects: COLLECTIVE bargaining; HOSPITAL supplies; INFORMATION asymmetry

• Source: Journal of Political Economy; Apr2020, Vol. 128 Issue 4, p1234-1268, 35p, 4 Charts, 3 Graphs

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Marketing-Mix Response Across Retail Formats: The Role of Shopping Trip Types.

• Authors : Jindal, Pranav; Zhu, Ting; Chintagunta, Pradeep

Subjects: SALES promotion; MARKETING strategy; PRICES

• Source: Journal of Marketing; Mar2020, Vol. 84 Issue 2, p114-132, 19p, 9 Charts, 1 Graph

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The Material-Experiential Asymmetry in Discounting: When Experiential Purchases Lead to More Impatience.

• Authors : Goodman, Joseph K; Malkoc, Selin A; Rosenboim, Mosi

Subjects: CONSUMER behavior; PATIENCE; TIME -- Psychological aspects

• Source: Journal of Consumer Research; Dec2019, Vol. 46 Issue 4, p671-688, 18p, 5 Charts, 1 Graph

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