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Media effects on the formation of negotiator satisfaction : the example of face-to-face and text based electronically mediated negotiations

Geiger, Ingmar - In: Group decision and negotiation 23 (2014) 4, pp. 735-763

Persistent link: https://www.econbiz.de/10010386525

A model of negotiation issue-based tactics in business-to-business sales negotiations

Geiger, Ingmar - In: Industrial marketing management : the international … 64 (2017), pp. 91-106

Persistent link: https://www.econbiz.de/10011738392

The bonding effects of relationship value and switching costs in industrial buyer-seller relationships : an investigation into role differences

Geiger, Ingmar; Durand, Aurélia; Saab, Samy; … - In: Industrial marketing management : the international … 41 (2012) 1, pp. 82-93

Persistent link: https://www.econbiz.de/10009513218

Which types of multi-stage marketing increase direct customers' willingness-to-pay? : evidence from a scenario-based experiment in a B2B setting

Geiger, Ingmar; Dost, Florian; Schönhoff, Alejandro-Marcel - In: Industrial marketing management : the international … 47 (2015), pp. 175-189

Persistent link: https://www.econbiz.de/10011313546

Disentangling complexity : how negotiators identify and handle issue-based complexity in business-to-business negotiation

Laubert, Christoph; Geiger, Ingmar - In: Journal of business economics : JBE 88 (2018) 9, pp. 1061-1103

Persistent link: https://www.econbiz.de/10011928850

Customer acceptance of tradable service contracts

Geiger, Ingmar; Kluckert, Manuel; Kleinaltenkamp, Michael - In: Journal of business economics : JBE 87 (2017) 2, pp. 155-183

Persistent link: https://www.econbiz.de/10011707316

Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals

Geiger, Ingmar; Bischoff, Lena; Vogler, Thilo - In: Industrial marketing management : the international … 103 (2022), pp. 170-182

Persistent link: https://www.econbiz.de/10013255672

Business Relationship Management and Marketing : Mastering Business Markets

Kleinaltenkamp, Michael - 2015

Basic Principles of Business Relationship Management: Phenomenon and Challenge to Management -- Theoretical Perspectives of Business Relationships - Explanation and Configuration -- Analysis, Goals and Strategies of Business Relationship Management: Repeat Purchasing in Business Relationships --...

Persistent link: https://www.econbiz.de/10014021213

"What’s it really worth?" : a meta-analysis of customer-perceived relationship value in B2B markets

Geiger, Ingmar; Naacke, David - In: The journal of business & industrial marketing 38 (2023) 4, pp. 751-773

Persistent link: https://www.econbiz.de/10014227498

Relationship Marketing : ein neues Paradigma im Marketing?

Backhaus, Klaus - In: Marktorientierte Unternehmensführung : Reflexionen - …, (pp. 19-35). 1997

Persistent link: https://www.econbiz.de/10001296716