Understanding and managing the link between firms' strategic risk-taking and salespeople's defensive behavior in price negotiations
Stefan Hartmann, Christian Homburg and Robin-Christopher M. Ruhnau
| Year of publication: |
2025
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|---|---|
| Authors: | Hartmann, Stefan ; Homburg, Christian ; Ruhnau, Robin-Christopher |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 45.2025, 2, p. 102-121
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| Subject: | defensive negotiation behavior | firm strategy | price negotiations | Sales management | Verhandlungen | Negotiations | Verkaufspersonal | Salespeople | Verkauf | Selling | Strategisches Management | Strategic management | Preismanagement | Pricing strategy | Verhandlungstheorie | Bargaining theory |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2024.2386946 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10015519647