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Group and Individual Level Cultural Influences in Intra-Cultural and Intercultural Negotiation between German and Chinese Negotiators

Neun, Harald; Geiger, Ingmar; Luegger, Kai; Backhaus, Klaus - 2012

The present study analyzes the impact of culture on negotiation behavior in German and Chinese intra- and intercultural business negotiations mainly focusing on the seller role. We find more distributive and less integrative negotiation behavior among intracultural Chinese compared to...

Persistent link: https://www.econbiz.de/10014168743

The structure and evolution of business-to-business marketing : a citation and co-citation analysis

Backhaus, Klaus; Lügger, Kai; Koch, Matthias - In: Industrial marketing management : the international … 40 (2011) 6, pp. 940-951

Persistent link: https://www.econbiz.de/10009349098

To invest, or not to invest, in brands? : drivers of brand relevance in B2B markets

Backhaus, Klaus; Steiner, Michael; Lügger, Kai - In: Industrial marketing management : the international … 40 (2011) 7, pp. 1082-1092

Persistent link: https://www.econbiz.de/10009490299

Direkter oder indirekter Vertrieb? : vertriebsstrukturelle Entscheidungen in Auslandsmärkten

Backhaus, Klaus; Budt, Michael; Lügger, Kai - In: Internationaler Vertrieb : Grundlagen, Konzepte und …, (pp. 439-467). 2012

Persistent link: https://www.econbiz.de/10009624407

Effizienzorientierte Technologiebewertung mit Hilfe der Data Envelopment Analysis (DEA)

Backhaus, Klaus; Geiger, Ingmar; Wilken, Robert - In: Technologiemanagement & Marketing : Herausforderungen …, (pp. 289-306). 2005

Persistent link: https://www.econbiz.de/10003203705

Strategies of business relationship management

Geiger, Ingmar - 2015

Persistent link: https://www.econbiz.de/10010423225

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

Industrielle Verhandlungen : empirische Untersuchung von Verhandlungsmacht und -interaktion in Einzeltransaktion und Geschäftsbeziehung

Geiger, Ingmar - 2007 - 1. Aufl.

Persistent link: https://www.econbiz.de/10003543290

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

From letter to Twitter : a systematic review of communication media in negotiation

Geiger, Ingmar - In: Group decision and negotiation 29 (2020) 2, pp. 207-250

Persistent link: https://www.econbiz.de/10012225126

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