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Negotiating Technology Implementation: An Empirical Investigation of a Website Introduction

✍ Scribed by Terri L. Griffith; David A. Tansik; Lehman Benson


Book ID
110330227
Publisher
Springer
Year
2002
Tongue
English
Weight
107 KB
Volume
11
Category
Article
ISSN
0926-2644

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## Abstract This paper integrates Prospect Theory and the concept of framing in a study of consumer negotiated pricing in a real estate context. Building on previously conducted experimental designs, a field survey indicated that home sellers using sales price as a reference point display greater w