Occasionally, a marketing technique emerges on a particular website that has far reaching applications. This column details one such development that offers the potential for changes in the strategic landscape. About thirty years ago, there were rumors of a successful but questionable marketing practice. It focused on automobile retailing. Since automobile retail prices are not fixed consumers expect to negotiate the final price. Purportedly, a new car retailer placed a listening device in a sales room. It was aimed at overhearing the discussion between couples shopping for a vehicle. In practice, a salesperson would identify a car for a pair of customers and quote a price.
展开▼
