Full-text of this article is not available in this e-prints service. This article was originally published in Marketing Intelligence and Planning, published by and copyright Emerald.

Purpose ? Aims to test Walton and McKersie?s theory on labour negotiations, specifically in the case of German car manufacturers. Design/methodology/approach ? The research is based on interviews with industrial actors in Germany?s car industry ? an empirical case study. Findings ? The article...