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Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals
Geiger, Ingmar; Bischoff, Lena; Vogler, Thilo - In: Industrial marketing management : the international … 103 (2022), pp. 170-182
Persistent link: https://www.econbiz.de/10013255672
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Purchasing professional services: which decision criteria?
Sonmez, Mahmut; Moorhouse, Andy - In: Management Decision 48 (2010) 2, pp. 189-206
importance attached to these criteria when purchasing professional services for skills training in sales and negotiations. Design … 37 sub‐criteria (identified from the interviews and academic literature review) when purchasing professional services … research into the purchasing criteria for professional services. Originality/value – The supply chain literature heavily …
Persistent link: https://www.econbiz.de/10014933026
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Cooperation, allocation and strategy in interactive decision-making
Schouten, Johannes - 2022
Persistent link: https://www.econbiz.de/10014285268
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Ethical purchasing dissonance : antecedents and coping behaviors
Reilly, Tim; Saini, Amit; Skiba, Jenifer - In: Journal of business ethics : JBE 163 (2020) 3, pp. 577-597
Persistent link: https://www.econbiz.de/10012295567
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Optimization model for the new coordinated replensihment and delivery problem with multi-warehouse
Liu, Rui; Liu, Shan; Zeng, Yu-Rong; Wang, Lin - In: The international journal of logistics management 28 (2017) 2, pp. 290-310
Persistent link: https://www.econbiz.de/10011655290
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Strategic decision making model for make or buy decisions
Sillanpää, Ilkka - In: International journal of logistics economics and … 6 (2014/2017) 3, pp. 205-222
Persistent link: https://www.econbiz.de/10011603642
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Supplier selection and order allocation in purchasing and supply management : a systematic literature review
Rösner, Tobias - In: International journal of procurement management 16 (2023) 1, pp. 31-74
Persistent link: https://www.econbiz.de/10014247171
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Cracking the code : the effects of codes of conduct and decision frames on supplier selection in financially distressed firms
Durach, Christian F.; Parkinson, Mary; Wiengarten, Frank; … - In: International journal of operations & production management 44 (2024) 2, pp. 462-482
Persistent link: https://www.econbiz.de/10014468365
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Impact of risk culture on supplier selection decisions in family firms
Hasenau, Alexander F. J.; Dutzi, Andreas - In: Journal of strategy and management 16 (2023) 4, pp. 630-642
Persistent link: https://www.econbiz.de/10014433006
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Organizational Buying Outcomes and Their Effects on Subsequent Decisions
Barclay, Donald W. - In: European Journal of Marketing 26 (1992) 4, pp. 48-64
In organizational buying, the outcomes of one purchase decision, and activities in the post‐decision period, affect how the next related decision is approached. Here a taxonomy is developed to organize buying decision outcomes. Using an established conceptualization of the buying centre and...
Persistent link: https://www.econbiz.de/10014723016