A neural network approach to predicting price negotiation outcomes in business-to-business contexts

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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...

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Bibliographic Details
Main Authors:	Moosmayer, Dirk C., Chong, Alain Yee Loong, Liu, Martin J., Schuppar, Bjoern
Format:	Article
Published:	Elsevier 2013
Subjects:	Business-to-business marketing; Price negotiation; Neural network; Regression analysis
Online Access:	https://eprints.nottingham.ac.uk/47515/

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