A Proposed Knowledge Framework for Pricing Negotiation on Organizational Procurement
نویسنده
چکیده
Goal of this research is hence to present a research model for influencing factors of pricing decision for an organizational procurement A model for the evolution of organizational market is built based on literature review of inter-organizational negotiation, interviews indepth with domestic industry, and empirical data analysis. Factors in the proposed model may create valuable information for marketplace administrators to build appropriate strategies for their businesses. The relationship between framing, personal risk attitudes and the performance and personal intuitive preference of pricing decision in an organizational procurement are proposed to assist the trades between industries. Also the findings might be useful for building a data bank for e-negotiation between buyer and seller. Knowledge base and E-learning information systems are potential research to promote the effectiveness and efficiency of trades of organizational marketplace on Internet.
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