A neural network approach to predicting price negotiation outcomes in business-to-business contexts
Price premiums are a key profit driver for long-term business relationships. For sellers in business-to-business (B2B) relationships, it is important to have appropriate strategies to negotiate price increases without trading off the relationships with their buyers. This paper aims to understand the...
| Main Authors: | , , , |
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| Format: | Article |
| Published: |
Elsevier
2013
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| Subjects: | |
| Online Access: | https://eprints.nottingham.ac.uk/47515/ |