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The role of leadership in salespeople’s price negotiation behavior · Study

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ArticleThe role of leadership in salespeople’s price negotiation behavior

Sascha H. Alavi2017

Article2017

The role of leadership in salespeople’s price negotiation behavior

Sascha H. Alavi · Johannes Habel · Paolo Guenzi · Jan Wieseke

56 citations·0/0 files stored·Journal of the Academy of Marketing Science

No readable copy stored yet — this record is metadata only.

Consumer Market Behavior and Pricing Conflict Management and Negotiation Employee Performance and Motivation

Abstract

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Citations in this library

Stored only when both papers are in the corpus — 56 citations exist upstream.

References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 1999Self-Efficacy: The Exercise of Control 1977Self-efficacy: Toward a unifying theory of behavioral change.1977Self-efficacy: Toward a unifying theory of behavioral change.1988On the Evaluation of Structural Equation Models 1978Social Learning Theory.1987Leadership and Performance beyond Expectations 1977Social Learning Theory

Cited by

2021The future of buyer–seller interactions: a conceptual framework and research agenda 2020Extrinsic Rewards, Intrinsic Motivation, and New Product Development Performance 2021Variable Compensation and Salesperson Health 2022How Classy Servant Leader at Workplace? Linking Servant Leadership and Task Performance During the COVID-19 Crisis: A Moderation and Mediation Approach 2020Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships 2021The ambivalent role of monetary sales incentives in service innovation selling 2018The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?2020Salesperson Dual Agency in Price Negotiations

Details

Year2017

Typearticle

Published2017-10-11

VenueJournal of the Academy of Marketing Science

ISSN-L0092-0703

Languageen

Citations56

Files0 public / 0

ShelfConsumer Market Behavior and Pricing

Identifiers

doi10.1007/s11747-017-0566-1

openalex_workW2764196248

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