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Better with buy now, pay later?: A competitive analysis.

• Authors : Desai, Preyas S.¹ (AUTHOR) ; Jindal, Pranav² (AUTHOR)

Subjects: *CONSUMERS; *POINT-of-sale systems; *PRICES

• Source: Quantitative Marketing & Economics. Mar2024, Vol. 22 Issue 1, p23-61. 39p.

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Where Consumers Grocery Shop Depends on Trip Type.

• Authors : JINDAL, PRANAV; TING ZHU; CHINTAGUNTA, PRADEEP

Subjects: *GROCERY shopping; *CONSUMER behavior; *CONSUMERS

• Source: Marketing News. Spring2020, Vol. 54 Issue 1, p28-29. 2p. 1 Illustration.

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

• Authors : Jindal, Pranav¹ (AUTHOR)

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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The Importance of Price Beliefs in Consumer Search.

• Authors : Jindal, Pranav (AUTHOR) ; Aribarg, Anocha (AUTHOR)

Subjects: *CONSUMER attitudes; *CONSUMER behavior; *PRODUCT attributes

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

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

• Authors : Jindal, Pranav¹ (AUTHOR) ; Zhu, Ting² (AUTHOR) ; Chintagunta, Pradeep³ (AUTHOR)

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 Profitability of Revenue-Based Quotas Under Price Negotiation.

• Authors : Jindal, Pranav¹ ; Newberry, Peter²

Subjects: *FIXED prices; *PROFITABILITY; *PRODUCT positioning

• Source: Management Science. Feb2022, Vol. 68 Issue 2, p917-940. 24p.

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To Bargain or Not to Bargain: The Role of Fixed Costs in Price Negotiations.

• Authors : Jindal, Pranav (AUTHOR) ; Newberry, Peter (AUTHOR)

Subjects: *OVERHEAD costs; *NEGOTIATION; *PRICES

• Source: Journal of Marketing Research (JMR). Dec2018, Vol. 55 Issue 6, p832-851. 20p. 5 Charts, 11 Graphs.

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Risk Preferences and Demand Drivers of Extended Warranties.

• Authors : Jindal, Pranav¹

Subjects: *RISK management in business; *RISK-return relationships; *CONSUMER behavior

• Source: Marketing Science. Jan/Feb2015, Vol. 34 Issue 1, p39-58. 20p. 8 Charts, 5 Graphs.

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Competition and the Regulation of Fictitious Pricing.

• Authors : Staelin, Richard (AUTHOR) ; Urbany, Joel E. (AUTHOR); Ngwe, Donald (AUTHOR)

Subjects: *PRICING; *PRICE regulation; *ECONOMIC competitionUNITED States. Federal Trade Commission

• Source: Journal of Marketing. Nov2023, Vol. 87 Issue 6, p826-846. 21p.

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Brand Equity in Good and Bad Times: What Distinguishes Winners from Losers in Consumer Packaged Goods Industries?

• Authors : Rajavi, Koushyar (AUTHOR); Kushwaha, Tarun (AUTHOR) ; Steenkamp, Jan-Benedict E.M. (AUTHOR)

Subjects: *BRAND equity; *PACKAGING industry; *MACROECONOMICS

• Source: Journal of Marketing. May2023, Vol. 87 Issue 3, p472-489. 18p. 1 Diagram, 6 Charts, 3 Graphs.

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Sales force financial compensation – a review and synthesis of the literature.

• Authors : Bowen, Melanie¹ (AUTHOR) ; Haas, Alexander¹ (AUTHOR); Hofmann, Isabel¹ (AUTHOR)

• Source: Journal of Personal Selling & Sales Management. Jul2023, p1-24. 24p. 1 Illustration, 4 Charts.

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The Bell Curve is Counterintuitive.

• Authors : Lin Fei¹; Luxi Shen²

Subjects: *GAUSSIAN distribution; HUMAN information processing

• Source: Advances in Consumer Research. 2020, Vol. 48, p326-327. 2p.

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Price Discrimination by Negotiation: a Field Experiment in Retail Electricity*.

• Authors : Byrne, David P¹ (AUTHOR); Martin, Leslie A² (AUTHOR); Nah, Jia Sheen³ (AUTHOR)

Subjects: *BUSINESS negotiation; *PRICE discrimination; *LOW-income consumers

• Source: Quarterly Journal of Economics. Nov2022, Vol. 137 Issue 4, p2499-2537. 39p. 2 Diagrams, 3 Charts, 2 Graphs.

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Personal selling and sales management abstracts.

• Authors : Mangus, Stephanie M.¹ (AUTHOR)

Subjects: *SUPERIOR-subordinate relationship; *BUSINESS negotiation; *CULTURE

• Source: Journal of Personal Selling & Sales Management. Dec2022, Vol. 42 Issue 4, p406-416. 11p.

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A Structural Model of Organizational Buying for Business-to-Business Markets: Innovation Adoption with Share-of-Wallet Contracts.

• Authors : Mojir, Navid¹ (AUTHOR) ; Sudhir, K.² (AUTHOR)

Subjects: *PURCHASING; *BUSINESS-to-business transactions; *INNOVATION adoption

• Source: Journal of Marketing Research (JMR). Oct2022, Vol. 59 Issue 5, p883-907. 25p. 6 Charts, 8 Graphs.

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

• Authors : Lee, Hyeong-Tak¹ (AUTHOR) ; Venkataraman, Sriram¹ (AUTHOR)

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 big spaces in sales negotiation research.

• Authors : Boyer, Stefanie L.¹ (AUTHOR); Jap, Sandy D.² (AUTHOR)

Subjects: *NEGOTIATION; *CONSUMERS; MARKETPLACES

• Source: Journal of Personal Selling & Sales Management. Jun2022, Vol. 42 Issue 2, p181-192. 12p. 2 Charts.

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

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

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

• Authors : Backus, Matthew¹ (AUTHOR); Blake, Thomas² (AUTHOR); Larsen, Brad³ (AUTHOR)

• 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 Williams¹ (AUTHOR) ; Boyd, Naja Williams (AUTHOR)

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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The Joint identification of utility and discount functions from stated choice data: An application to durable goods adoption.

• Authors : Dubé, Jean-Pierre¹ ; Hitsch, Günter¹ ; Jindal, Pranav²

Subjects: *UTILITY functions; *DISCOUNT prices; *DURABLE consumer goods

• Source: Quantitative Marketing & Economics. Dec2014, Vol. 12 Issue 4, p331-377. 47p.

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

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

Subjects: *CONSUMER behavior; *DISCOUNT prices; *PURCHASING

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

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

• Authors : Grennan, Matthew¹ (AUTHOR); Swanson, Ashley² (AUTHOR)

Subjects: *COLLECTIVE bargaining; *INFORMATION asymmetry; *ACCESS to information

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

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