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From letter to Twitter : a systematic review of communication media in negotiation

Geiger, Ingmar - In: Group decision and negotiation 29 (2020) 2, pp. 207-250

Persistent link: https://www.econbiz.de/10012225126

A model of negotiation issue-based tactics in business-to-business sales negotiations

Geiger, Ingmar - In: Industrial marketing management : the international … 64 (2017), pp. 91-106

Persistent link: https://www.econbiz.de/10011738392

Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals

Geiger, Ingmar; Bischoff, Lena; Vogler, Thilo - In: Industrial marketing management : the international … 103 (2022), pp. 170-182

Persistent link: https://www.econbiz.de/10013255672

"The more, the merrier" or "less is more"? : how the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes

Geiger, Ingmar; Hüffmeier, Joachim - In: Industrial marketing management : the international … 87 (2020), pp. 90-105

Persistent link: https://www.econbiz.de/10012285137

Disentangling complexity : how negotiators identify and handle issue-based complexity in business-to-business negotiation

Laubert, Christoph; Geiger, Ingmar - In: Journal of business economics : JBE 88 (2018) 9, pp. 1061-1103

Persistent link: https://www.econbiz.de/10011928850

Customer acceptance of tradable service contracts

Geiger, Ingmar; Kluckert, Manuel; Kleinaltenkamp, Michael - In: Journal of business economics : JBE 87 (2017) 2, pp. 155-183

Persistent link: https://www.econbiz.de/10011707316

Value-based pricing in competitive situations with the help of multi-product price response maps

Dost, Florian; Geiger, Ingmar - In: Journal of business research : JBR 76 (2017), pp. 219-236

Persistent link: https://www.econbiz.de/10011713628

An empirical investigation of determinants of effectual and causal decision logics in online and high-tech start-up firms

Frese, Tobias; Geiger, Ingmar; Dost, Florian - In: Small business economics : an international journal 54 (2020) 3, pp. 641-664

Persistent link: https://www.econbiz.de/10012236354

Business Relationship Management and Marketing : Mastering Business Markets

Kleinaltenkamp, Michael - 2015

Basic Principles of Business Relationship Management: Phenomenon and Challenge to Management -- Theoretical Perspectives of Business Relationships - Explanation and Configuration -- Analysis, Goals and Strategies of Business Relationship Management: Repeat Purchasing in Business Relationships --...

Persistent link: https://www.econbiz.de/10014021213

"What’s it really worth?" : a meta-analysis of customer-perceived relationship value in B2B markets

Geiger, Ingmar; Naacke, David - In: The journal of business & industrial marketing 38 (2023) 4, pp. 751-773

Persistent link: https://www.econbiz.de/10014227498