Why Do Salespeople Spend So Much Time Lobbying for Low Prices?

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...

书目详细资料
Main Authors:	Simester, Duncan, Zhang, Juanjuan
其他作者:	Sloan School of Management
格式:	文件
语言:	en_US
出版:	Institute for Operations Research and the Management Sciences (INFORMS) 2017
在线阅读:	http://hdl.handle.net/1721.1/109224 https://orcid.org/0000-0003-2758-0116 https://orcid.org/0000-0002-1635-3797

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