Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson
Author:
Publisher
Springer Science and Business Media LLC
Subject
Marketing,Economics and Econometrics,Business and International Management
Link
https://link.springer.com/content/pdf/10.1007/s11747-021-00768-0.pdf
Reference123 articles.
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3. Aiello, A., Passini, S., Tesi, A., Morselli, D., & Pratto, F. (2019). Measuring support for intergroup hierarchies: Assessing the psychometric proprieties of the Italian social dominance orientation 7 scale. TPM: Testing, Psychometrics, Methodology in Applied Psychology, 26(3), 373–383.
4. Alavi, S., Habel, J., Guenzi, P., & Wieseke, J. (2018). The role of leadership in salespeople’s price negotiation behavior. Journal of the Academy of Marketing Science, 46(4), 703–724.
5. Alavi, S., Habel, J., Schwenke, M., & Schmitz, C. (2020). Price negotiating for services: Elucidating the ambivalent effects on customers’ negotiation aspirations. Journal of the Academy of Marketing Science, 48(2), 165–185.
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