Table of contents
Individual differences in intrinsic motivation and the use of cooperative negotiation tactics
Ellen Bolman Pullins, Curtis P. Haugtvedt, Peter R. Dickson, Leslie M. Fine, Roy J. LewickiConsiders cooperative negotiation tactic use in early stages of business‐to‐business buyer‐seller relationships. Specifically, it addresses a serious gap in the study of…
7071
Country‐of‐origin effects on purchasing agents’ product perceptions: an international perspective
Pascale G. Quester, Sam Dzever, Sylvie ChettyIn a study involving a mail survey of Australian and New Zealand purchasing agents, a number of hypotheses relating to the potential influence of country‐of‐origin information…
2280
Classifying relationship structures: relationship strength in industrial markets
Bill Donaldson, Tom O’ TooleAlthough many authors examine relationships, few attempt to classify alternative structures. In this research a relationship strength construct is developed to distinguish among…
3881
The perceived importance of sales managers’ rewards: a career stage perspective
Rajiv Mehta, Rolph E. Anderson, Alan J. DubinskyThe primary intent of this research was to determine whether the perceived importance of various rewards is influenced by the career stage of sales managers. This study found that…
5859
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota