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~isPartOf:"International journal of research in marketing : IJRM ; official journal of the European Marketing Academy"
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Verhandeln : Strategie, Taktik...
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International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
Group decision and negotiation
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Harvard business review : HBR
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Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
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Special section on enhancing sales force productivity
In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
1
,
pp. 46-82
Persistent link: https://www.econbiz.de/10003960745
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Steering sales reps through cost information : an investigation into the the black box of cognitive references and negotiation behavior
Wilken, Robert
;
Cornelißen, Markus
;
Backhaus, Klaus
; …
- In:
International journal of research in marketing : IJRM ; …
27
(
2010
)
1
,
pp. 69-82
Persistent link: https://www.econbiz.de/10003960769
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3
Negotiating when outnumbered : agenda strategies for bargaining with buying teams
Patton, Charles
;
Balakrishnan, P. V.
- In:
International journal of research in marketing : IJRM ; …
29
(
2012
)
3
,
pp. 280-291
Persistent link: https://www.econbiz.de/10009613715
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