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Table 1From “The discount outlives the deal it was meant to close”

One concession, two memories, one bill

What the measured record actually supports about a negotiated discount, and where each finding stops.

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Table 1One concession, two memories, one bill

The mechanismWhat is measuredWhere it stops
The buyer's benchmarkReference effects on price and quantity; losses outweigh gains; a past loss lowers the next priceOne homogeneous-product B2B setting; customised deals are an extrapolation
The seller's anchorPast discounts shape the discount to a new customer; incentives reduce the effectSalesperson level, experiments plus interviews; organisational spread unmeasured
The calendar's billLower pricing in incentive quarters: 6–8% of revenue at one vendor; year-end sales bulgesA structural cost of comp design, not a memory of any one deal
"Trained to wait"Real where a tape exists: consumer categories, retailer forward buyingNo persistence record found for negotiated B2B: a bounded search claim

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Source: Author’s own assembly of the cited studies; each row’s conditions are in the text. Not a finding of any single paper.

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From the essay

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APA 7

Isoglu, S. (2026). One concession, two memories, one bill [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-the-discount-that-outlives-the-deal-fig02/

BibTeX
@misc{isoglu-2026-the-discount-that-outlives-the-deal-fig02,
  author = {Isoglu, Sinan},
  title = {{One concession, two memories, one bill}},
  year = {2026},
  howpublished = {Table 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-the-discount-that-outlives-the-deal-fig02/},
  note = {From the essay {The discount outlives the deal it was meant to close}}
}
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