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


Hartmann, Stefan ; Homburg, Christian ; Ruhnau, Robin-Christopher


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DOI: https://doi.org/10.1080/08853134.2024.2386946
URL: https://www.tandfonline.com/doi/full/10.1080/08853...
URN: urn:nbn:de:bsz:180-madoc-678439
Document Type: Article
Year of publication Online: 2024
Date: 12 September 2024
The title of a journal, publication series: Journal of Personal Selling & Sales Management : JPSSM
Volume: tba
Issue number: tba
Page range: 1-20
Place of publication: Philadelphia, PA ; London
Publishing house: Taylor & Francis Group ; Routledge
ISSN: 0885-3134 , 1557-7813
Publication language: English
Institution: Business School > Business-to-Business Marketing, Sales & Pricing (Homburg 1998-)
Pre-existing license: Creative Commons Attribution 4.0 International (CC BY 4.0)
Subject: 330 Economics
650 Management
Keywords (English): sales management , price negotiations , firm strategy , defensive negotiation behavior
Additional information: Verf. hier: Ruhnau, Robin-Christopher M.




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BASE: Hartmann, Stefan ; Homburg, Christian ; Ruhnau, Robin-Christopher

Google Scholar: Hartmann, Stefan ; Homburg, Christian ; Ruhnau, Robin-Christopher

ORCID: Hartmann, Stefan ; Homburg, Christian ; Ruhnau, Robin-Christopher ORCID: 0000-0002-8174-7071

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