search query: @author Perdue, B. C. / total: 3
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| Author: | Perdue, B. C. Day, R. L. Michaels, R. E. |
| Title: | Negotiation styles of industrial buyers. |
| Journal: | Industrial Marketing Management
1986 : AUG, VOL. 15:3, p. 171-176 |
| Index terms: | INDUSTRIAL PURCHASING NEGOTIATION (SALES) |
| Language: | eng |
| Abstract: | A five-category typology borrowed from the organizational behavior literature is tested for its applicability in describing the negotiation behavior of industrial buyers. The results suggest that industrial buyers perceive themselves primarily as collaborative in their dealings with industrial sellers. |
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