Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations-Reference-Cited by-同舟云学术

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Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations

Published:2024-09-12 Issue: Volume: Page:1-20
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Hartmann Stefan¹^ORCID,Homburg Christian²³^ORCID,M. Ruhnau Robin-Christopher¹^ORCID

Affiliation:

1. WFI – Ingolstadt School of Management, Catholic University of Eichstätt-Ingolstadt, Ingolstadt, 85049, Germany

2. Marketing Department, University of Mannheim, Mannheim, 68131, Germany

3. Alliance Manchester Business School, Manchester, M13 9SS, United Kingdom

Publisher

Informa UK Limited

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2024.2386946

Reference152 articles.

1. Aiken, Leona S., and Stephen G. West. 1996. Multiple Regression: Testing and Interpreting Interactions. 4. print. Newbury Park: Sage Publications.

2. Saving on Discounts through Accurate Sensing – Salespeople's Estimations of Customer Price Importance and Their Effects on Negotiation Success

3. Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations

4. The role of leadership in salespeople’s price negotiation behavior

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