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Advances in methods and theory for research in international business negotiations

Graham, John L. - In: Handbook on cross-cultural marketing, (pp. 225-248). 2020

Persistent link: https://www.econbiz.de/10013459550

Managing consumer debt : culture, compliance, and completion

Dellande, Stephanie; Gilly, Mary C.; Graham, John L. - In: Journal of business research : JBR 69 (2016) 7, pp. 2594-2602

Persistent link: https://www.econbiz.de/10011491417

Emotional facets of car driving experience and purchase decision making : a bibliometric review

Mahdavi, Mehdi; Barbosa, Belem; Graham, John L. - In: Marketing innovation strategies and consumer behavior, (pp. 147-174). 2024

Persistent link: https://www.econbiz.de/10015098565

Culture and Human Resources Management

Graham, John L. - In: The Oxford handbook of international business. 2009

Persistent link: https://www.econbiz.de/10012885683

A third theory: inventive negotiation

Graham, John L. - In: Journal of Business & Industrial Marketing 34 (2019) 4, pp. 703-710

Purpose: This paper aims to offer a new theory of “inventive negotiation” as a useful alternative to the outdated thinking of the past century. Design/methodology/approach: The literature is reviewed, and a series of stories is used to bolster a new understanding. Findings: The paper is a...

Persistent link: https://www.econbiz.de/10012073359

When it's good management to sacrifice market share

Anterasian, Cathy; Graham, John L. - In: Journal of Business Research 19 (1989) 3, pp. 187-213

Persistent link: https://www.econbiz.de/10005477458

The problem-solving approach to negotiations in industrial marketing

Graham, John L. - In: Journal of Business Research 14 (1986) 6, pp. 549-566

Persistent link: https://www.econbiz.de/10005477612

A new methodological approach to the study of interpersonal influence tactics: A "test drive" of a behavioral scheme

Neu, Joyce; Graham, John L. - In: Journal of Business Research 29 (1994) 2, pp. 131-144

Persistent link: https://www.econbiz.de/10005466190

Business negotiations in Canada, Mexico, and the United States

Adler, Nancy J.; Graham, John L.; Gehrke, Theodore Schwarz - In: Journal of Business Research 15 (1987) 5, pp. 411-429

Persistent link: https://www.econbiz.de/10005466409

Cognitive response involvement model of the process of product evaluation through advertising exposure and trial

Kamins, Michael A.; Assael, Henry; Graham, John L. - In: Journal of Business Research 20 (1990) 3, pp. 191-215

Persistent link: https://www.econbiz.de/10005473763