| 856908 |
Measuring buyers’ perceptions of conflict in business-to-business sales interactions
David A. Reid, Ellen Bolman Pullins, Richard E. Plank, Richard E. Buehrer
(pp. 236-249)
Keywords:
Buyer-seller relationships,
Conflict,
Marketing management,
Personal selling,
Sales
ArticleType: Research paper
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(242 KB)
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| 856909 |
Analyzing exchanges through the use of value equations
Keith Blois
(pp. 250-257)
Keywords:
Asset valuation,
Exchange,
Supplier relations
ArticleType: Research Paper
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(229 KB)
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| 856910 |
Bank choice behavior of small and medium-sized construction firms
Ugur Yavas, Emin Babakus, Sevgin Eroglu
(pp. 258-266)
Keywords:
Banking,
Consumer behaviour,
Surveys,
United States of America
ArticleType: Research Paper
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(138 KB)
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| 856911 |
Culture, intercultural communication competence, and sales negotiation: a qualitative research approach
Sunanta Chaisrakeo, Mark Speece
(pp. 267-282)
Keywords:
Communications,
Cross-cultural management,
National cultures,
Organizational culture,
Sales,
Thailand
ArticleType: Research paper
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(193 KB)
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| 856912 |
The role of personal networks in the development of industry standards: a case study of 3G mobile telephony
Christina Grundström, Ian F. Wilkinson
(pp. 283-293)
Keywords:
Mobile communication systems,
Personal communication networks,
Standards
ArticleType: Case study
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(101 KB)
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