"The more, the merrier" or "less is more"? : how the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes
Ingmar Geiger, Joachim Hüffmeier
| Year of publication: |
2020
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|---|---|
| Authors: | Geiger, Ingmar ; Hüffmeier, Joachim |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 87.2020, p. 90-105
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| Subject: | Cognitive psychology | Integrative negotiation | Mixed-method design | Negotiation theory | Verhandlungen | Negotiations | Verkauf | Selling | Verhandlungstechnik | Negotiation techniques |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2020.02.013 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012285137