search query: @indexterm Negotiation / total: 621
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| Author: | Bolman Pullins, E. |
| Title: | The interaction of reward contingencies and causality orientation on the introduction of cooperative tactics in buyer-seller negotiations |
| Journal: | Psychology & Marketing
2001 : DEC, VOL. 18:12, p. 1241-1257 |
| Index terms: | CAUSALITY CONSUMER BEHAVIOUR CO-OPERATION NEGOTIATION REWARD SYSTEMS SALES |
| Language: | eng |
| Abstract: | This article reports results of an experiment designed to see if reward contingencies and individual differences in causality orientation can interact to affect the frequency with which buyers and sellers introduce cooperative tactics into a sales negotiation. A 2x2 ANOVA (task-contingent/task-noncontingent rewards x control/autonomy orientation) tests this interaction. |
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