Firms pressure sales people to invest in costly internal negotiations

In many firms sales people spend as much time negotiating internally for lower prices as they do interacting with customers. A new study appearing in the November issue of Marketing Science, a publication of the Institute for Operations Research and the Management Sciences (INFORMS) finds that firms should allow their sales people to "waste" energy on internal negotiations. In fact, it says, firms should make the process wasteful on purpose.

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