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Group and Individual Level Cultural Influences in Intra-Cultural and Intercultural Negotiation between German and Chinese Negotiators
Neun, Harald; Geiger, Ingmar; Luegger, Kai; Backhaus, Klaus - 2012
The present study analyzes the impact of culture on negotiation behavior in German and Chinese intra- and intercultural business negotiations mainly focusing on the seller role. We find more distributive and less integrative negotiation behavior among intracultural Chinese compared to...
Persistent link: https://www.econbiz.de/10014168743
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Response Styles in internationalen B2B-Befragungen : eine empirische Analyse
Backhaus, Klaus; Auer, Philipp; Neun, Harald - 2010
Persistent link: https://www.econbiz.de/10003970352
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To invest, or not to invest, in brands? : drivers of brand relevance in B2B markets
Backhaus, Klaus; Steiner, Michael; Lügger, Kai - In: Industrial marketing management : the international … 40 (2011) 7, pp. 1082-1092
Persistent link: https://www.econbiz.de/10009490299
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Direkter oder indirekter Vertrieb? : vertriebsstrukturelle Entscheidungen in Auslandsmärkten
Backhaus, Klaus; Budt, Michael; Lügger, Kai - In: Internationaler Vertrieb : Grundlagen, Konzepte und …, (pp. 439-467). 2012
Persistent link: https://www.econbiz.de/10009624407
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The structure and evolution of business-to-business marketing : a citation and co-citation analysis
Backhaus, Klaus; Lügger, Kai; Koch, Matthias - In: Industrial marketing management : the international … 40 (2011) 6, pp. 940-951
Persistent link: https://www.econbiz.de/10009349098
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Effizienzorientierte Technologiebewertung mit Hilfe der Data Envelopment Analysis (DEA)
Backhaus, Klaus; Geiger, Ingmar; Wilken, Robert - In: Technologiemanagement & Marketing : Herausforderungen …, (pp. 289-306). 2005
Persistent link: https://www.econbiz.de/10003203705
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Media effects on the formation of negotiator satisfaction : the example of face-to-face and text based electronically mediated negotiations
Geiger, Ingmar - In: Group decision and negotiation 23 (2014) 4, pp. 735-763
Persistent link: https://www.econbiz.de/10010386525
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Strategies of business relationship management
Geiger, Ingmar - 2015
Persistent link: https://www.econbiz.de/10010423225
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From letter to Twitter : a systematic review of communication media in negotiation
Geiger, Ingmar - In: Group decision and negotiation 29 (2020) 2, pp. 207-250
Persistent link: https://www.econbiz.de/10012225126
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A model of negotiation issue-based tactics in business-to-business sales negotiations
Geiger, Ingmar - In: Industrial marketing management : the international … 64 (2017), pp. 91-106
Persistent link: https://www.econbiz.de/10011738392