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Intra‐functional conflict: an investigation of antecedent factors in marketing functions

Harris, Lloyd C.; Ogbonna, Emmanuel; Goode, Mark M.H. - In: European Journal of Marketing 42 (2008) 3/4, pp. 453-476

that lead to intra‐functional conflict, and in so doing to contribute to theory building on these issues, which have … conducted to elucidate the associations between both functional and dysfunctional intra‐functional conflict and a number of … (positively), heterogeneity and centrality of marketing (both negatively) are linked to functional intra‐departmental conflict …

Persistent link: https://www.econbiz.de/10014722482

Marketing and technical managers

Berthon, Pierre; Pitt, Leyland; Katsikeas, Constantine - In: European Journal of Marketing 33 (1999) 7/8, pp. 772-793

‐functional teams. …

Persistent link: https://www.econbiz.de/10014723342

The consumer decision‐making process

Pellémans, Paul A. - In: European Journal of Marketing 5 (1971) 2, pp. 8-21

Proposes a general framework for thinking in which various problems related to buyer behaviour are recognized. Examines how the marketing concept has developed this century. Reviews two comprehensive consumer behaviour models briefly, and after a more thorough examination retains a third as a...

Persistent link: https://www.econbiz.de/10014725312

The impact of deceitful tendencies, relativism and opportunism on negotiation tactics: a comparative study of US and Belgian managers

Al‐Khatib, Jamal A.; Malshe, Avinash; Sailors, John J.; … - In: European Journal of Marketing 45 (2011) 1/2, pp. 133-152

receptiveness to unethical negotiating tactics; however, Belgian managers were found to have higher levels of these constructs …

Persistent link: https://www.econbiz.de/10014722708

Negotiation differences between two diverse cultures

Mintu‐Wimsatt, Alma; Gassenheimer, Jule B. - In: European Journal of Marketing 30 (1996) 4, pp. 20-39

Describes an investigation into the individual, organization, and demographic‐related ante‐cedents to industrial negotiation encounters in two culturally diverse countries. Focuses in particular on antecedent factors that influence sellers’ co‐operative orientation. Two con‐current...

Persistent link: https://www.econbiz.de/10014723170

The difference between Chinese and Western negotiations

Buttery, E. Alan; Leung, T.K.P. - In: European Journal of Marketing 32 (1998) 3/4, pp. 374-389

of Chinese culture and provides a starting point for understanding the Chinese negotiating style. Western cultures have …

Persistent link: https://www.econbiz.de/10014723264

Face, favour and positioning – a Chinese power game

Leung, T.K.P.; Yee‐kwong Chan, Ricky - In: European Journal of Marketing 37 (2003) 11/12, pp. 1575-1598

This study is an initial attempt to look at the relationships among “inducement factors”, “face work” and “favour” from a Hong Kong‐China intra‐cultural negotiation environment. The model in this paper was modified from Hwang's paper on the same subject that has not been followed...

Persistent link: https://www.econbiz.de/10014722128

Propensity to bargain in marketing exchange situations:a comparative study

Bin Ahmad Alserhan, Bakr - In: European Journal of Marketing 43 (2009) 3/4, pp. 350-363

Purpose – This study aims to investigate and compare the propensity of both Arab and Western customers to bargain in marketing exchange situations in the United Arab Emirates. Design/methodology/approach – The Bargaining Propensity Scale (BPS) developed by Schneider et al. was administered,...

Persistent link: https://www.econbiz.de/10014722555

Channel Power: A Form of Economic Exploitation

Mallen, B. - In: European Journal of Marketing 12 (1978) 2, pp. 194-202

conflict and public policy recommendations are made. Discusses channel conflict and gives thoughts on how to resolve it with …

Persistent link: https://www.econbiz.de/10014725126

Family decision making and coalition patterns

Kwai‐Choi Lee, Christina; Collins, Brett A. - In: European Journal of Marketing 34 (2000) 9/10, pp. 1181-1198

Although conflict resolution in family decision‐making processes has been a key topic in consumer behaviour research … begins with an overview of the decision‐making strategies used during the conflict resolution stage, discusses how the …

Persistent link: https://www.econbiz.de/10014721946