How to Successfully Conduct Price Negotiations in Business Markets


Homburg, Christian ; Ott, Evelyn ; Totzek, Dirk


URL: https://www.bwl.uni-mannheim.de/media/Einrichtunge...
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: Inst. für Marktorientierte Unternehmensführung, Univ. Mannheim
Publication language: English
Institution: Business School > ABWL u. Marketing I (Homburg)
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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Homburg, Christian ; Ott, Evelyn ; Totzek, Dirk (2012) How to Successfully Conduct Price Negotiations in Business Markets. IMU Research Insights Mannheim 011 [Working paper]


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