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Bringing Discipline to Pricing
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Bringing Discipline to Pricing (2000)Bringing Discipline to PricingChoosing the discount size in the software industry: How to incentivise the salesforce (2023)Choosing the discount size in…Editorial — Behavioral and psychological aspects of b2b pricing (2015)Editorial — Behavioral and ps…An effective pricing framework in a competitive industry: Management processes and implementation guidelines (2009)An effective pricing framewor…Dynamic Pricing in the Presence of Inventory Considerations: Research Overview, Current Practices, and Future Directions (2003)Pricing process as a capability: a resource‐based perspective (2003)An overview of research on revenue management: current issues and future research (2006)Judgment under Uncertainty: Heuristics and Biases (1975)Prospect theory: An analysis of decision under risk (1988)The fifth discipline, the art and practice of the learning organization (1991)Gain-sharing in performance-based contracting: How risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement (2023)Role of B2B reliance and brand image in reducing risk perceptions: a serial mediation model (2023)Judgment under Uncertainty: Heuristics and Biases (1974)Prospect Theory: An Analysis of Decision under Risk (1979)Qualitative Data Analysis: An Expanded Sourcebook (1994)Mechanism and Hints Behind the Anchoring Effect in Sales, Auction, and Willingness to Pay (2024)
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  • 2015Editorial — Behavioral and psychological aspects of b2b pricing13 cited
  • 2009An effective pricing framework in a competitive industry: Management processes and implementation guidelines12 cited
  • 2023Choosing the discount size in the software industry: How to incentivise the salesforce9 cited

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