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Estimating the influence of fairness on bargaining behavior
De Bruyn, Arnaud; Bolton, Gary E. - In: Management science : journal of the Institute for … 54 (2008) 10, pp. 1774-1791
Persistent link: https://www.econbiz.de/10003776070
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The dark side of rapport : agent misbehavior face-to-face and online
Jap, Sandy D.; Robertson, Diana C.; Hamilton, Ryan - In: Management science : journal of the Institute for … 57 (2011) 9, pp. 1610-1622
Persistent link: https://www.econbiz.de/10009312547
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Competitive intensity and its two-sided effect on the boundaries of firm performance
Montez, Joao; Ruiz-Aliseda, Francisco; Ryall, Michael D. - In: Management science : journal of the Institute for … 64 (2018) 6, pp. 2716-2733
Persistent link: https://www.econbiz.de/10011879019
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The unintended consequences of headquarters' involvement indecentralized transfer price negotiations : experimental evidence
Arnold, Markus C.; Elsinger, Florian; Rankin, Frederick W. - In: Management science : journal of the Institute for … 67 (2021) 12, pp. 7912-7931
Persistent link: https://www.econbiz.de/10012815794
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Hidden persuaders : do small gifts lubricate business negotiations?
Maréchal, Michel André; Thöni, Christian - In: Management science : journal of the Institute for … 65 (2019) 8, pp. 3877-3888
Persistent link: https://www.econbiz.de/10012062831
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Organization and bargaining : sales process choice at auto dealerships
Bennett, Victor Manuel - In: Management science : journal of the Institute for … 59 (2013) 9, pp. 2003-2018
Persistent link: https://www.econbiz.de/10010194848
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Bargaining for an assortment
Aydin, Goker; Heese, H. Sebastian - In: Management science : journal of the Institute for … 61 (2015) 3, pp. 542-559
Persistent link: https://www.econbiz.de/10010505841
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Bargaining at retail stores : evidence from Vienna
Shelegia, Sandro; Sherman, Joshua - In: Management science : journal of the Institute for … 68 (2022) 1, pp. 27-36
Persistent link: https://www.econbiz.de/10012821013
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The profitability of revenue-based quotas under price negotiation
Jindal, Pranav; Newberry, Peter - In: Management science : journal of the Institute for … 68 (2022) 2, pp. 917-940
Persistent link: https://www.econbiz.de/10012877993
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Bargaining process and channel efficiency
Haruvy, Ernan; Katok, Elena; Pavlov, Valery - In: Management science : journal of the Institute for … 66 (2020) 7, pp. 2845-2860
Persistent link: https://www.econbiz.de/10012268548