How to Successfully Conduct Price Negotiations in Business Markets

Homburg, Christian ; Ott, Evelyn ; Totzek, Dirk

Document Type: Working paper
Year of publication: 2012
The title of a journal, publication series: IMU Research Insights
Volume: 011
Place of publication: Mannheim
Publishing house: Institut für Marktorientierte Unternehmensführung, Universität Mannheim
Publication language: English
Institution: Business School > Business-to-Business Marketing, Sales & Pricing (Homburg 1998-)
Außerfakultäre Einrichtungen > Institut für Marktorientierte Unternehmensführung (IMU)
Subject: 650 Management
Abstract: The study examines the influence of different negotiation goals of buyers and sellers on both economic and relational outcomes. The study addresses major pitfalls in sellers’ conduct of price negotiations and introduces instruments to increase performance with respect to economic and relational outcomes.

Dieser Eintrag ist Teil der Universitätsbibliographie.

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