A Framework for Online Sales Negotiations of Hospitality and Tourism Services [Summary]

dc.contributor.author	Honerkamp, Yasine	en
dc.date.accessioned	2020-02-17T15:48:52Z	en
dc.date.available	2020-02-17T15:48:52Z	en
dc.date.issued	2020-02-12	en
dc.description.abstract	E-Commerce is having a profound impact on the traditional modes of selling hospitality and tourism services. This article provides an overview of three negotiation models (state your price buying, electronic request for proposals, and bargaining) that have been used by firms leading the industry's e-commerce revolution. In addition, the article considers the possibility of integrative negotiations in such transactions, the allocation of power in e-negotiations, and provides suggestions for sales managers considering application of the new media as a sales channel.	en
dc.format.mimetype	application/pdf	en
dc.identifier.uri	http://hdl.handle.net/10919/96857	en
dc.language.iso	en	en
dc.publisher	Virginia Tech	en
dc.rights	Creative Commons Attribution 4.0 International	en
dc.rights.uri	http://creativecommons.org/licenses/by/4.0/	en
dc.subject	hospitality	en
dc.subject	ecommerce	en
dc.subject	tourism	en
dc.title	A Framework for Online Sales Negotiations of Hospitality and Tourism Services [Summary]	en
dc.type	Report	en
dc.type.dcmitype	Text	en

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