Improving negotiation success in B2B sales organizations : is structured negotiation management a success factor?
Markus Mayer, Markus Voeth
| Year of publication: |
2022
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|---|---|
| Authors: | Mayer, Markus ; Voeth, Markus |
| Published in: |
Journal of business economics : JBE. - Berlin : Springer, ISSN 1861-8928, ZDB-ID 2059561-X. - Vol. 92.2022, 2, p. 163-196
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| Subject: | Negotiation management | Negotiation success | Sales | Salesforcecontrol | Implementation | Erfolgsfaktor | Success factor | Verhandlungen | Negotiations | Verhandlungstechnik | Negotiation techniques | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management |
freely available
| Extent: | 1 Online-Ressource |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11573-021-01053-w [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013187195