← Every exhibit

Figure Figure 4 Go-to-market & pricing

The two-sided reference record

Record the reference fields carried by the buyer and seller before interpreting a price movement.

A schematic mirror chart compares buyer and seller reference records. The buyer side includes the comparison set and last comparable transaction; the seller side includes concession history and target or floor; both sides retain a shared trigger and review field. Values are coded process-presence indicators, not observed behaviour, prices, or uplift.← Buyer-side fieldsSeller-side fields →BuyerSellerShared1 coded presence0 coded presenceComparison set1 coded presence0 coded presenceLast comparable transaction0 coded presence1 coded presenceConcession history0 coded presence1 coded presenceTarget or floor1 coded presence1 coded presenceShared trigger1 coded presence1 coded presenceReview field
Vector SVG Cite Embed

Reference & Evidence

Source: Author's framework grounded in Bruno, Che & Dutta (2012) and Bergers et al. (2023). Values are binary process-presence codes, not observations, coefficients, shares, transaction prices, or uplift estimates.

Each line is a claim from the register this journal publishes against, resolved from the register at build time.

  • A Three findings, verbatim from the PDF (the extract warns it is mangled): "reference price effects exist on quantity purchased and on the transaction pricing outcome in business to business market transactions", "business customers react asymmetrically to price increases and price decreases", and "salespeople have their own reference prices that affect the transaction price" bruno-che-dutta-2012-reference-price-b2b · BCD12-C1
  • B A salesperson's reference discount shapes the discount granted to a new customer; incentives reduce the effect bergers-ghaffari-viglia-filieri-2023-discount-size · BGVF23-C3

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

Related exhibits