search query: @author Banting, P. M. / total: 8
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| Author: | Dion, P. A. Banting, P. M. |
| Title: | Industrial supplier-buyer negotiations. |
| Journal: | Industrial Marketing Management
1988 : FEB, VOL. 17:1, p. 43-47 |
| Index terms: | INDUSTRIAL SELLING INDUSTRIAL PURCHASING NEGOTIATION (SALES) |
| Language: | eng |
| Abstract: | Negotiation is discussed as an important part of industrial buyer and seller relationships. Literature is reviewed, different views are highlighted. The nature of industrial market negotiations is studied by investigating characteristics of the buyers' personality, personal history, and work environment which were associated with successful performance. The research sample is described, methodology is outlined. Machivellianism, dogmatism, and negotiation skill scales are identified. Bargaining tactics are discussed. Characteristics of high performing buyers are summarized. Implications for salesforce and purchasing managers are described. Additional questions posed by the findings are highlighted. |
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