← Every exhibit
One concession, two memories, one bill
What the measured record actually supports about a negotiated discount, and where each finding stops.
| The mechanism | What is measured | Where it stops |
|---|---|---|
| The buyer's benchmark | Reference effects on price and quantity; losses outweigh gains; a past loss lowers the next price | One homogeneous-product B2B setting; customised deals are an extrapolation |
| The seller's anchor | Past discounts shape the discount to a new customer; incentives reduce the effect | Salesperson level, experiments plus interviews; organisational spread unmeasured |
| The calendar's bill | Lower pricing in incentive quarters: 6–8% of revenue at one vendor; year-end sales bulges | A structural cost of comp design, not a memory of any one deal |
| "Trained to wait" | Real where a tape exists: consumer categories, retailer forward buying | No persistence record found for negotiated B2B: a bounded search claim |
Swipe or scroll horizontally if the table is wider than your screen.
Reference & Evidence
Source: Author’s own assembly of the cited studies; each row’s conditions are in the text. Not a finding of any single paper.
Related exhibits
-
The walk-back costs more than the concession earned
From the essay The discount outlives the deal it was meant to close
-
The 100-unit pocket-price bridge
From the essay The discount outlives the deal it was meant to close
-
Judged, then paid: what is measured where
From the essay The price increase is judged before it is paid.