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| Author: | Menasco, M. B. Roy, A. |
| Title: | Simulated Negotiations in the Hiring of a Salesforce Manager: Tests of Two-Person Bargaining Solutions |
| Journal: | Marketing Letters
1997 : OCT, Vol. 8:4, p. 381-192 |
| Index terms: | SALES MANAGEMENT BARGAINING SIMULATION |
| Language: | eng |
| Abstract: | This paper examines the ability to predict bargaining outcomes consistent with Nash, Kalai-Smorodinsky, and Gupta-Livne bargaining models as well as two heuristic solutions based on interpersonal (cardinal) comparisons of utility. Equal earning and equal loss solutions are developed from bargainers' multi-attribute utility functions. An experimental test of these bargaining solutions is conducted for simulated negotiations between a representative of sales force management and a representative of sales force employees over the hire of a regional sales manger. Results show that proportional solutions are generally more likely when bargaining is conducted in attribute space, and equal loss solutions are more likely in utility space. |
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