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The impact of team characteristics on the course and outcome of intergroup price negotiations
Backhaus, Klaus; Doorn, Jenny van; Wilken, Robert - In: Journal of business-to-business marketing 15 (2008) 4, pp. 365-396
Persistent link: https://www.econbiz.de/10003804722
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Handbuch Industriegütermarketing : Strategien - Instrumente - Anwendungen
Backhaus, Klaus (ed.) - 2004 - 1. Aufl.
Persistent link: https://www.econbiz.de/10002154828
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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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Biased tariff choices : exploring role effects in B to B settings
Backhaus, Klaus; Koch, Matthias; Stingel, Susanne - In: Journal of business-to-business marketing 18 (2011) 4, pp. 357-379
Persistent link: https://www.econbiz.de/10009412777