search query: @author Westbrook, K. / total: 2
reference: 2 / 2
« previous | next »
| Author: | Westbrook, K. |
| Title: | Risk coordinative maneurvers during buyer-seller negotiations |
| Journal: | Industrial Marketing Management
1996 : JUL, VOL. 25:4, p. 283-292 |
| Index terms: | RISK NEGOTIATION MARKETING |
| Language: | eng |
| Abstract: | With the recent growing interest in buyer-seller negotiations, the author proposes a conceptual model for high-risk coordinative behavior for industrial buyers. An overview of some of the existing literature pertaining to industrial negotiation provides a sufficient foundation for model development. These constructs describe the persuasive antecedents associated with high-risk coordinative behavior. The author suggests some relevant research questions relating to the effectiveness and efficacy of the model for future testing. |
« previous | next »
SCIMA