Reimann, Felix; Shen, Pei; Kaufmann, Lutz - In: International Journal of Physical Distribution & … 46 (2016) 10, pp. 932-952
Purpose Building on the dual-system approach and resource-advantage theory, the purpose of this paper is to investigate how a particular personality trait of negotiators – namely, agreeableness – moderates the effectiveness of using coercion and reward power to appropriate value in...