Publications

Publication details [#66204]

Niemi, Jarkko and Linda Hirvonen. 2019. Money talks: Customer-initiated price negotiation in business-to-business sales interaction. Discourse & Communication 13 (1) : 95–118.

Publication type

Article in journal

Publication language

English

Keywords

business language | conversational analysis | institutional context | meeting | question

Place, Publisher

SAGE Publications

Annotation

This paper supplies an in-depth assay of a conversational exchange started by a customer’s price question in real-life business-to-business (B2B) sales meetings.