Steering sales reps through cost information : an investigation into the the black box of cognitive references and negotiation behavior
Robert Wilken; Markus Cornelißen; Klaus Backhaus; Christian Schmitz
| Year of publication: |
2010
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|---|---|
| Authors: | Wilken, Robert ; Cornelißen, Markus ; Backhaus, Klaus ; Schmitz, Christian |
| Published in: |
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy. - Amsterdam : Elsevier, ISSN 0167-8116, ZDB-ID 622691-7. - Vol. 27.2010, 1, p. 69-82
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| Subject: | Behavioral Accounting | Behavioral accounting | Verkaufspersonal | Salespeople | Preismanagement | Pricing strategy | Verhandlungstechnik | Negotiation techniques |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10003960769