Beyond commitment : entrenchment in the buyer-seller exchange
Ronald Jelinek
| Year of publication: |
2014
|
|---|---|
| Authors: | Jelinek, Ronald |
| Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 34.2014, 4, p. 272-284
|
| Subject: | buyer-seller relationships | relationship selling | entrenchment theory | integrative negotiating | distributive bargaining | Lieferantenmanagement | Supplier relationship management | Beziehungsmarketing | Relationship marketing | Verhandlungstheorie | Bargaining theory | Verhandlungen | Negotiations | Verkauf | Selling |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10010431570