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Multichannel Discount Spillover in B2B Markets (Crecelius et al. 2023)

October 29, 2023

Although B2B sellers frequently offer discounts to targeted buyers, they may unknowingly be sacrificing profit from other buyers.

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Tags: negotiations, buyers, b2b, profit, sellers, discount, breadth, spillover, discount depth, discount breadth, buyer size, loss
Category: Curated B2B Research
Topics: sales and marketing, E-commerce, Buying and procurement, Corporate strategy, Sales

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Multichannel Discount Spillover in B2B Markets (Crecelius et al. 2023)

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