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E-Mail Researchers from Oklahoma State University, University of Missouri, Iowa State University, and University of Georgia published a new paper in the Journal of Marketing that investigates the question of how salespeople should balance advocacy for the seller with advocacy for the customer. The study, forthcoming in the Journal of Marketing, is titled Salesperson Dual Agency in Price Negotiations and is authored by Justin Lawrence, Lisa Scheer, Andrew Crecelius, and Son Lam. How should salespeople represent both the seller and the customer when their interests diverge, as in pricing negotiations? The research team extends a dual agency framework to the sales domain and examines the salesperson s role throughout the three stages of the discount process: (a) the customer s discount request, (b) the seller s approval, and (c) the seller s post-approval profit. This framework is tested across three multimethod studies and provides the first empirical inves ....
David Kovaluk / St. Louis Public Radio Listen / Christopher Bennett took all of the precautions to protect himself from COVID-19. A cook at a St. Louis- area hospital, he wears a mask and gloves and sanitizes all areas of the kitchen. But he still got sick. Bennett, who lives in Beverly Hills, Missouri, tested positive for the coronavirus in September. He isn’t sure how he contracted the virus, but as an essential worker whose job requires him to work in public, he knew he was at risk. When he became ill, he thought of his worst fears. “I didn t want to run across somebody [and] take it to my family, my kids or anybody that I care for,” Bennett said. ....