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Toward a syncretic relationa bridge in negotiation : seller's role in driving buyer's value proposition

Bhagat, Parimal; Byramjee, Framarz; Lhota, Kevin - In: Journal of international business and economics : JIBE 20 (2020) 2, pp. 71-77

Persistent link: https://www.econbiz.de/10013161511

Group buying, buyer heterogeneity, and sellers' bargaining power

Li, Xinxin - In: Decision sciences : DS 43 (2012) 5, pp. 761-783

Persistent link: https://www.econbiz.de/10009664900

Experimental evidence on bargaining power within couples : conference paper

Beninger, Denis; Beblo, Miriam - 2014

We conducted an experiment on the nature of income sharing within 95 established couples in Germany. In a first step …

Persistent link: https://www.econbiz.de/10010491099

Group Buying, Buyer Heterogeneity and Seller’s Bargaining Power

Li, Xinxin - 2013

Group buying enables collective bargaining opportunity that individual buyers lack to negotiate prices with sellers. This potential negotiation capability has two opposing effects. On the one hand, the prospect of the group being able to negotiate price with its rival forces each seller to lower...

Persistent link: https://www.econbiz.de/10013091761

Perceived buyer confidence in buyer-supplier relationships

Chao, Emmanuel; Kato, Mshumbusi Paul - In: Journal of business market management : JBM 7 (2014) 4, pp. 420-434

Despite the importance of confidence in business relationship, very few scholars have empirically investigated the … confidence. We use networks and reputation as indicators for trust, and ex ante contractual efforts and ex post contractual … specifications as indicators for control. All these indicators have a positive impact on confidence. Trust and control seem to …

Persistent link: https://www.econbiz.de/10010516777