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ArticleIndustrial supplier-buyer negotiations

Paul A. Dion1988

Article1988

Industrial supplier-buyer negotiations

Paul A. Dion · Peter M. Banting

34 citations·0/0 files stored·Industrial Marketing Management

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Quality and Supply Management Customer Service Quality and Loyalty Conflict Management and Negotiation

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References

1964Work and motivation 1970Studies in Machiavellianism 1984The Art and Science of Negotiation.1968Managerial Attitudes and Performance.1985The Determinants of Salesperson Performance: A Meta-Analysis 1983The art and science of negotiation 1956Political and religious dogmatism: An alternative to the authoritarian personality.1982Are Purchasing Managers Machiavellian?

Cited by

2001The Negotiation Process as a Predictor of Relationship Outcomes in International Buyer–Supplier Arrangements 2018Toward an agent-system contingency theory for behavioral supply chain and industrial marketing research 1999MACHIAVELLIANISM IN U.S. BANKERS 1998A model of buyer-supplier interaction in UK grocery retailing

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Details

Year1988

Typearticle

Published1988-02-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations34

Files0 public / 0

ShelfQuality and Supply Management

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doi10.1016/0019-8501(88)90025-9

openalex_workW2053337148

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