← Every exhibit

Figure 1From “A discount to one buyer can cost the others”

The concession's spillover record

Record the immediate concession and the parties or mechanisms it may affect. A discount is not fully evaluated until its outside comparison and margin consequence are named.

Cite Embed

Figure 1The concession's spillover record

A five-column worksheet recording a discount concession, its condition, the reference that may travel to another buyer or channel, the spillover test, and the margin bridge with an accountable owner.ConcessionWhat changed on theinvoice and forwhich buyer?Reason and conditionVolume, service, risk,timing, strategicpresence, or anothernamed condition.Reference that maytravelWhich buyer, channel,or prior price canobserve or infer it?Spillover testWhat could change inanother negotiation,channel, or servicecommitment?Margin bridge andownerWhat must berecovered, and whoreviews the result?A concession can be rational and still have a spillover. Keep the reason, comparison set, and margin consequence separateso a later result can challenge the original approval.

Source: Author's decision worksheet grounded in Grennan (2013), Grennan and Swanson (2020), Lawrence et al. (2019), and Sharma and Mehrotra (2006). The fields are reader inputs; no private account or margin data is supplied.

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-a-discount-to-one-buyer-can-cost-the-others-fig01.png

From the essay

Cite or embed

APA 7

Isoglu, S. (2026). The concession's spillover record [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-a-discount-to-one-buyer-can-cost-the-others-fig01/

BibTeX
@misc{isoglu-2026-a-discount-to-one-buyer-can-cost-the-others-fig01,
  author = {Isoglu, Sinan},
  title = {{The concession's spillover record}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-a-discount-to-one-buyer-can-cost-the-others-fig01/},
  note = {From the essay {A discount to one buyer can cost the others}}
}
Embed this exhibit

Copy this HTML to use the PNG exhibit on your site with its source line and a link back to the exhibit page.

<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-a-discount-to-one-buyer-can-cost-the-others-fig01/">
    <img src="https://isoglu.com/social/isoglu-2026-a-discount-to-one-buyer-can-cost-the-others-fig01.png" alt="Figure 1: The concession&#39;s spillover record" width="3200" height="2400">
  </a>
  <figcaption>Figure 1: The concession&#39;s spillover record. Source: Author&#39;s decision worksheet grounded in Grennan (2013), Grennan and Swanson (2020), Lawrence et al. (2019), and Sharma and Mehrotra (2006). The fields are reader inputs; no private account or margin data is supplied. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-a-discount-to-one-buyer-can-cost-the-others-fig01/">View exhibit</a>.</figcaption>
</figure>

Related exhibits

Figure 2Figure

A value claim record

What is customer perceived value?

Figure 2Figure

The transfer-price object test

Transfer price and market price are different objects

Table 1Table

One concession, two memories, one bill

The discount outlives the deal it was meant to close

Every exhibit

Contact

Bring the question you're working on.

Research, a guest lecture, or a commercial question.