Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-sided Uncertainty and Opportunity Cost of Delay - Srivastava, Joydeep; Chakravarti, Dipankar; Rapoport, Amnon (Marketing science (Providence, R.I.), 2000)
Keywords: Agreements; Analysis; Bargaining; Behavior; Behavioral Game Theory; Consumer prices; Consumers; Costs; Credibility; Distribution Channels; Distribution of profits; Distributors; Economic aspects; Economics; Experimental Economics; Game theory; Manufacturers; Margin Negotiation; Market prices; Marketing; Modeling; Negotiations; Opportunity costs; Prices; Pricing; Pricing policies; Profits; Reservation prices; Sequential Bargaining; Settlement counteroffers; Statistical analysis; Studies; Transfer pricing; Vendor supplier relations; United States; United States--US