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Erfolgsfaktoren des persönlichen Verkaufsgespräches : adaptives Verkaufen im Kundenkontakt

Tebbe, Cordula - 2000

Persistent link: https://www.econbiz.de/10001480801

Vollero, Agostino; Schultz, Don E.; Siano, Alfonso - In: International journal of advertising : the review of … 38 (2019) 3, pp. 428-449

Persistent link: https://www.econbiz.de/10012200270

More than a feeling : emotional contagion effects in persuasive communication

Hasford, Jonathan; Hardesty, David M.; Kidwell, Blair - In: Journal of marketing research : JMR 52 (2015) 6, pp. 836-847

Persistent link: https://www.econbiz.de/10011421735

Expression modalities : how speaking versus writing shapes word of mouth

Berger, Jonah; Rocklage, Matthew D.; Packard, Grant - In: Journal of consumer research : JCR ; an … 49 (2022) 3, pp. 389-408

Persistent link: https://www.econbiz.de/10013397992

The propensity to bargain while on a vacation

Kozak, Metin; Correia, Antónia; Del Chiappa, Giacomo - In: Tourism economics : the business and finance of tourism … 23 (2017) 1, pp. 150-167

Persistent link: https://www.econbiz.de/10011646319

Are you angry (happy, sad) or aren’t you? : emotion detection difficulty in email negotiation

Laubert, Christoph; Parlamis, Jennifer - In: Group decision and negotiation 28 (2019) 2, pp. 377-413

Persistent link: https://www.econbiz.de/10012000355

Social contagion or strategic choice? : the interpersonal effects of emotions during Chinese negotiations

Wang, Min; Han, Yulan; Su, Yiyi - In: Chinese management studies : CMS 11 (2017) 3, pp. 463-478

Persistent link: https://www.econbiz.de/10011776557

Strategic Negative Emotion in Negotiation

Li, Shu; Roloff, Michael - 2005

This experiment focused on the effects of strategic negative emotion in negotiation. Dyads engaged in more … have implications for the enactment of emotions as communication tactics and the blend of different emotional strategies in … negotiations …

Persistent link: https://www.econbiz.de/10014028778

Emotional deception in negotiation

Kang, Polly; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 173 (2022), pp. 1-15

Persistent link: https://www.econbiz.de/10013535645

So you want me to believe you're happy or angry? : how negotiators perceive and respond to emotion deception

Ye, Zi; Lelieveld, Gert-Jan; Noordewier, Marret K.; … - In: Group decision and negotiation 32 (2023) 6, pp. 1469-1496

Persistent link: https://www.econbiz.de/10014420590

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