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Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-sided Uncertainty and Opportunity Cost of Delay
16 references·16 citing·30 second hopsampled
Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-sided Uncertainty and Opportunity Cost of Delay (2000)Price and Margin Negotiations in Marketin…Behavioral Game Theory (2025)Behavioral Game TheoryGames and Decisions (2015)Games and DecisionsERC: A Theory of Equity, Reciprocity, and Competition (2000)ERC: A Theory of Equity, Reci…The Theory of Learning in Games (1998)The Theory of Learning in Gam…Evolutionary Games and Equilibrium Selection (1998)Evolutionary Games and Equili…The Handbook of Experimental Economics (1995)The Handbook of Experimental …The Handbook of experimental economics (1995)The Handbook of experimental …Bargaining and Markets (1990)Bargaining and MarketsPerfect sequential equilibrium (1986)Perfect sequential equilibriumA Bargaining Model with Incomplete Information About Time Preferences (1985)A Bargaining Model with Incom…Managing Channel Profits (1983)Managing Channel ProfitsBargaining under Incomplete Information (1983)Bargaining under Incomplete I…Perfect Equilibrium in a Bargaining Model (1982)Perfect Equilibrium in a Barg…An experimental analysis of ultimatum bargaining (1982)An experimental analysis of u…Pricing: Making Profitable Decisions (1980)Pricing: Making Profitable De…Two-Person Cooperative Games (1953)Two-Person Cooperative GamesThe influence of self-decided prices on expected quality (2023)The influence of self-decided…Bargaining power as moderator of the “delay costs effect” in supply chain negotiations (2021)Bargaining power as moderator…Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End (2020)Open Negotiation: The Back-En…FMCG firms’ margin management: consumer trade-offs among product price, quantity and quality (2020)FMCG firms’ margin management…Third-Party Reviews and Quality Provision (2019)Third-Party Reviews and Quali…Modeling Emerging-Market Firms’ Competitive Retail Distribution Strategies (2019)Modeling Emerging-Market Firm…Marketing activity, blogging and sales (2012)Marketing activity, blogging …Channel Negotiations with Information Asymmetries: Contingent Influences of Communication and Trustworthiness Reputations (2009)Channel Negotiations with Inf…Supplier price concessions: A longitudinal empirical study (2008)Supplier price concessions: A…Interorganizational Relationships and Bidding Behavior in Industrial Online Reverse Auctions (2008)Interorganizational Relations…A Simultaneous Model of Consumer Brand Choice and Negotiated Price (2008)A Simultaneous Model of Consu…Retail price markup commitment in decentralized supply chains (2007)Retail price markup commitmen…Designing Price Contracts for Boundedly Rational Customers (2007)Designing Price Contracts for…Negotiating Prices for Customized Services (2006)Negotiating Prices for Custom…Reputation in Marketing Channels: Repeated-Transactions Bargaining with Two-Sided Uncertainty (2002)Reputation in Marketing Chann…New product introductions, slotting allowances, and retailer discretion (2001)New product introductions, sl…Games with Incomplete Information Played by “Bayesian” Players, I–III Part I. The Basic Model (1967)Reexamination of the perfectness concept for equilibrium points in extensive games (1975)Games with Incomplete Information Played by “Bayesian” Players, I–III: Part I. The Basic Model (2004)Gender Differences in Preferences (2009)Mathematical Psychics. An Essay on the Application of Mathematics to the Moral Sciences. (1935)The Costs and Benefits of Ownership: A Theory of Vertical and Lateral Integration (1986)An Introduction to Varieties of Capitalism (2001)Varieties of Capitalism (2001)Trust, Reciprocity, and Social History (1995)A Theory of Fairness, Competition, and Cooperation (1999)The nature of human altruism (2003)Beyond Markets and States: Polycentric Governance of Complex Economic Systems (2010)Online convex programming and generalized infinitesimal gradient ascent (2003)“Economic man” in cross-cultural perspective: Behavioral experiments in 15 small-scale societies (2005)Evolutionary games on graphs (2007)Collective Action and the Evolution of Social Norms (2000)The Evolution of Reciprocal Altruism (1971)Characteristics of Organizational Environments and Perceived Environmental Uncertainty (1972)The New Institutionalism: Organizational Factors in Political Life (1983)Marriage and Household Decision-Making: A Bargaining Analysis (1980)The Nash Bargaining Solution in Economic Modelling (1986)''Bargaining'' and Gender Relations: Within and Beyond the Household (1997)Effects of Price, Brand, and Store Information on Buyers' Product Evaluations (1991)Customer value: The next source for competitive advantage (1997)Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intentions in service environments (2000)Why Social Preferences Matter – the Impact of non‐Selfish Motives on Competition, Cooperation and Incentives (2002)Evolution of indirect reciprocity (2005)IDENTIFYING SOCIAL NORMS USING COORDINATION GAMES: WHY DOES DICTATOR GAME SHARING VARY? (2013)Are people conditionally cooperative? Evidence from a public goods experiment (2001)A theory of reciprocity (2005)
this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 2000ERC: A Theory of Equity, Reciprocity, and Competition5,396 cited
  • 1982Perfect Equilibrium in a Bargaining Model5,287 cited
  • 1982An experimental analysis of ultimatum bargaining4,830 cited
  • 1995The Handbook of experimental economics3,678 cited
  • 2015Games and Decisions3,632 cited
  • 1953Two-Person Cooperative Games3,219 cited
  • 1998The Theory of Learning in Games2,433 cited
  • 1995The Handbook of Experimental Economics2,053 cited
  • 1980Pricing: Making Profitable Decisions1,780 cited
  • 2025Behavioral Game Theory1,290 cited
  • 1990Bargaining and Markets1,263 cited
  • 1983Managing Channel Profits1,117 cited
  • 1998Evolutionary Games and Equilibrium Selection807 cited
  • 1983Bargaining under Incomplete Information620 cited
  • 1985A Bargaining Model with Incomplete Information About Time Preferences453 cited
  • 1986Perfect sequential equilibrium380 cited

Cited by

  • 2012Marketing activity, blogging and sales

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213 cited
  • 2008Interorganizational Relationships and Bidding Behavior in Industrial Online Reverse Auctions60 cited
  • 2001New product introductions, slotting allowances, and retailer discretion59 cited
  • 2009Channel Negotiations with Information Asymmetries: Contingent Influences of Communication and Trustworthiness Reputations58 cited
  • 2006Negotiating Prices for Customized Services56 cited
  • 2008A Simultaneous Model of Consumer Brand Choice and Negotiated Price43 cited
  • 2020Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End37 cited
  • 2007Retail price markup commitment in decentralized supply chains32 cited
  • 2008Supplier price concessions: A longitudinal empirical study30 cited
  • 2002Reputation in Marketing Channels: Repeated-Transactions Bargaining with Two-Sided Uncertainty28 cited
  • 2019Modeling Emerging-Market Firms’ Competitive Retail Distribution Strategies24 cited
  • 2007Designing Price Contracts for Boundedly Rational Customers24 cited
  • 2020FMCG firms’ margin management: consumer trade-offs among product price, quantity and quality20 cited
  • 2019Third-Party Reviews and Quality Provision20 cited
  • 2023The influence of self-decided prices on expected quality13 cited
  • 2021Bargaining power as moderator of the “delay costs effect” in supply chain negotiations13 cited