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Industrial supplier-buyer negotiations
8 references·6 citing·35 second hop
Industrial supplier-buyer negotiations (1988)Industrial supplier-buyer negotiationsThe Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…The Art and Science of Negotiation. (1984)The Art and Science of Negoti…The art and science of negotiation (1983)The art and science of negoti…Are Purchasing Managers Machiavellian? (1982)Are Purchasing Managers Machi…Studies in Machiavellianism (1970)Studies in MachiavellianismManagerial Attitudes and Performance. (1968)Managerial Attitudes and Perf…Work and motivation (1964)Work and motivationPolitical and religious dogmatism: An alternative to the authoritarian personality. (1956)Political and religious dogma…Toward an agent-system contingency theory for behavioral supply chain and industrial marketing research (2018)Toward an agent-system contin…Accounting and Machiavellianism (2008)Accounting and Machiavelliani…The Negotiation Process as a Predictor of Relationship Outcomes in International Buyer–Supplier Arrangements (2001)The Negotiation Process as a …MACHIAVELLIANISM IN U.S. BANKERS (1999)MACHIAVELLIANISM IN U.S. BANK…A model of buyer-supplier interaction in UK grocery retailing (1998)A model of buyer-supplier int…Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers (1993)Attributes and Behaviors of S…Estimating Nonresponse Bias in Mail Surveys (1977)A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)The Commitment-Trust Theory of Relationship Marketing (1994)Long-term Orientation of the Supply Function in the SME Context (2008)Towards evidence-based management of external resources: Developing design propositions and future research avenues through research synthesis (2017)Examining the dynamics of bargaining power in buyer-supplier negotiations: insights from a case study in the German automotive industry (2024)Field Theory in Social Science (1953)Status, ideology, and integrative complexity on the U.S. Supreme Court: Rethinking the politics of political decision making. (1995)Motivation and Personality (1997)The Relationship of Authoritarianism and Related Constructs to Attitudes Toward Homosexuality1 (2000)The Authoritarian Personality (2001)Clarifying the structure and nature of left-wing authoritarianism. (2021)Making vocational choices : a theory of careers (1973)Escolha de carreira: o Dark Triad revela interesses de estudantes de Contabilidade (2018)The relationship between sex role stereotypes and requisite management characteristics. (1973)Relationships between sex role stereotypes and requisite management characteristics among female managers. (1975)Locus of Control, Machiavellianism, and Managerial Job Performance (1994)Sourcing preference scale (1994)The theory of planned behavior (1991)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Self‐determination theory and work motivation (2005)Validation of the five-factor model of personality across instruments and observers. (1987)The Dark Triad of personality: Narcissism, Machiavellianism, and psychopathy (2002)Ethical leadership: A review and future directions (2006)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)Extrinsic and Intrinsic Motivation to Use Computers in the Workplace 1 (1992)When Work And Family Are Allies: A Theory Of Work-Family Enrichment (2006)Diplomacy and domestic politics: the logic of two-level games (1988)Taking Preferences Seriously: A Liberal Theory of International Politics (1997)An Integrative Framework for Collaborative Governance (2011)Information exchange in negotiation (1991)Time pressure and closing of the mind in negotiation (2003)Shadow of the contract: how contract structure shapes interfirm dispute resolution (2010)
this work references cited by second hop

References

  • 1964Work and motivation10,436 cited
  • 1970Studies in Machiavellianism2,944 cited
  • 1984The Art and Science of Negotiation.2,453 cited
  • 1968Managerial Attitudes and Performance.2,209 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1983The art and science of negotiation487 cited
  • 1956Political and religious dogmatism: An alternative to the authoritarian personality.327 cited
  • 1982Are Purchasing Managers Machiavellian?39 cited

Cited by

  • 2008Accounting and Machiavellianism73 cited
  • 2001The Negotiation Process as a Predictor of Relationship Outcomes in International Buyer–Supplier Arrangements43 cited
  • 2018Toward an agent-system contingency theory for behavioral supply chain and industrial marketing research31 cited
  • 1999MACHIAVELLIANISM IN U.S. BANKERS27 cited
  • 1998A model of buyer-supplier interaction in UK grocery retailing26 cited
  • 1993Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers26 cited

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