Salesperson Dual Agency in Price Negotiations

Justin M. Lawrence, Lisa K. Scheer, Andrew T. Crecelius and Son K. Lam (2021), "Salesperson Dual Agency in Price Negotiations,” Journal of Marketing, 85(2), 89-109.

Featured in the Texas A&M Sales Leadership Institute’s Knowledge Series on LinkedIn. Finalist for the Shelby D. Hunt/Harold H. Maynard Award which recognizes the article published in the Journal of Marketing that made the most significant contributions to marketing theory in the calendar year.