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Examining the application of behavioral price research in business-to-business markets · Study

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ArticleExamining the application of behavioral price research in business-to-business markets

Kent B. Monroe2015

Article2015

Examining the application of behavioral price research in business-to-business markets

Kent B. Monroe · Veli‐Matti Rikala · Outi Somervuori

39 citations·0/0 files stored·Industrial Marketing Management

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Consumer Market Behavior and Pricing Customer Service Quality and Loyalty Consumer Behavior and Marketing Influence

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References

1979Prospect Theory: An Analysis of Decision under Risk 1988Prospect theory: An analysis of decision under risk 1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence 1955A BEHAVIORAL MODEL OF RATIONAL CHOICE 1991Why we buy what we buy: A theory of consumption values 1985Mental Accounting and Consumer Choice 2010Heuristic Decision Making 1987Getting to Yes: Negotiating Agreement Without Giving in

Cited by

2019Are organizational buyers rational? Using price heuristics in functional risk judgment 2020Value co-creation in B-to-B environments 2015The six pricing myths that kill profits 2018Industrial-buying research 1965-2015: review and analysis 2018Unit pricing and its implications for B2B marketing research 2015Editorial — Behavioral and psychological aspects of b2b pricing

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Year2015

Typearticle

Published2015-02-11

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations39

Files0 public / 0

ShelfConsumer Market Behavior and Pricing

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doi10.1016/j.indmarman.2015.02.002

openalex_workW2049433809

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2017

New Product Development Process Implementation in a Business-To-Business Firm: The Driving and Moderating Factors for Improved Program Performance and Time-To-Market

2026How to nudge industrial customers to accept free-to-fee service price switches?