Open negotiation : the back-end benefits of salespeople's transparency in the front end
Yashar Atefi, Michael Ahearne, Sebastian Hohenberg, Zachary Hall, and Florian Zettelmeyer
| Year of publication: |
2020
|
|---|---|
| Authors: | Atefi, Yashar ; Ahearne, Michael ; Hohenberg, Sebastian ; Hall, Zachary ; Zettelmeyer, Florian |
| Published in: |
Journal of marketing research. - Thousand Oaks, CA : Sage Publishing, ISSN 1547-7193, ZDB-ID 2066604-4. - Vol. 57.2020, 6, p. 1076-1094
|
| Subject: | aftermarkets | information asymmetry | information disclosure | negotiation | trust | Asymmetrische Information | Asymmetric information | Unternehmenspublizität | Corporate disclosure | Vertrauen | Confidence | Verkaufspersonal | Salespeople | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1177/0022243720951153 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012391109