How buyers handle conflicts-Reference-Cited by-同舟云学术

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How buyers handle conflicts

Published:1988-05 Issue:2 Volume:17 Page:153-160
ISSN:0019-8501
Container-title:Industrial Marketing Management
language:en
Short-container-title:Industrial Marketing Management

Author:

Day Ralph L.,Michaels Ronald E.,Perdue Barbara C.

Publisher

Elsevier BV

Subject

Marketing

Reference36 articles.

1. Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing;Angelmar;Journal of Marketing Research,1978

2. Aggression: A Social Psychological Analysis;Berkowitz,1962

3. The Managerial Grid;Blake,1964

4. The New Managerial Grid;Blake,1978

5. Testing a Model of Personal Selling by Industrial Salesmen's Perceptions of Compliance Gaining Techniques: Structural Analysis and Situational Effects;Capon,1981

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1. Verkaufschancen-Management: Komplexität und Mehrdeutigkeit in den Griff bekommen;Agiler Vertrieb mit Scrum;2024

2. Die Marketingforschung als Quelle der Inspiration für das Personalmanagement?;Marketing und Innovation in disruptiven Zeiten;2023

3. Opportunity Management: Managing Complexity and Ambiguity;Scrum for Sales;2021

4. A phase-specific analysis of negotiation styles;Journal of Business & Industrial Marketing;2017-05-02

5. The process of resolving severe conflict in buyer–supplier relationships;Scandinavian Journal of Management;2015-12

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