Why Do Salespeople Spend So Much Time Lobbying for Low Prices?
In business-to-business settings a company's sales force often spends considerable time lobbying internally for authorization to charge lower prices. These internal lobbying activities are time consuming, and divert attention from other tasks, such as interacting with customers. We explain why...
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| Format: | Article |
| Language: | en_US |
| Published: |
Institute for Operations Research and the Management Sciences (INFORMS)
2017
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| Online Access: | http://hdl.handle.net/1721.1/109224 https://orcid.org/0000-0003-2758-0116 https://orcid.org/0000-0002-1635-3797 |