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Decisions when interacting in customer-supplier relationships
Guercini, Simone; La Rocca, Antonella; Snehota, Ivan - In: Industrial marketing management : the international … 105 (2022), pp. 380-387
Persistent link: https://www.econbiz.de/10013494059
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Interorganizational business development utilizing legitimacy for resource mobilization in large firms : successful and unsuccessful cases
Ito, Yoshihiro - In: Industrial marketing management : the international … 75 (2018), pp. 80-89
Persistent link: https://www.econbiz.de/10011963375
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An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China : an old friend approach
Leung, T. K. P.; Chan, Ricky Y. K.; Lai, Kee-hung; … - In: Industrial marketing management : the international … 40 (2011) 7, pp. 1193-1205
Persistent link: https://www.econbiz.de/10009491992
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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
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What do we know about buyer-seller negotiations in marketing research? : a status quo analysis
Herbst, Uta; Voeth, Markus; Meister, Christoph - In: Industrial marketing management : the international … 40 (2011) 6, pp. 967-978
Persistent link: https://www.econbiz.de/10009354627
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"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
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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
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Source-oriented asymmetric information sharing in B2B negotiations : two sides of time pressure
Ahmad, Fayez - In: Industrial marketing management : the international … 117 (2024), pp. 114-130
Persistent link: https://www.econbiz.de/10014530205
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Organizational participants in the make-or-buy process
Moschuris, Socrates J. - In: Industrial marketing management : the international … 37 (2008) 2, pp. 143-153
Persistent link: https://www.econbiz.de/10003701330
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The role of ethics in business-to-business marketing : an exploratory review and research agenda
Anand, Amitabh; Bowen, Melanie; Spivack, April J.; … - In: Industrial marketing management : the international … 115 (2023), pp. 421-438
Persistent link: https://www.econbiz.de/10014455290