IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v14y1986i6p549-566.html
   My bibliography  Save this article

The problem-solving approach to negotiations in industrial marketing

Author

Listed:
  • Graham, John L.

Abstract

No abstract is available for this item.

Suggested Citation

  • Graham, John L., 1986. "The problem-solving approach to negotiations in industrial marketing," Journal of Business Research, Elsevier, vol. 14(6), pages 549-566, December.
  • Handle: RePEc:eee:jbrese:v:14:y:1986:i:6:p:549-566
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/0148-2963(86)90014-7
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. John L. Graham & ALMA Mintu-Wimsat, 1997. "Culture's Influence on Business Negotiations in Four Countries," Group Decision and Negotiation, Springer, vol. 6(5), pages 483-502, September.
    2. Zhenzhong Ma & Alfred Jaeger, 2005. "Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles," Group Decision and Negotiation, Springer, vol. 14(5), pages 415-437, September.
    3. Woodside, Arch G., 2000. "Announcing the First JBR Article Award for Exceptional Quality and High Scholarly Impact," Journal of Business Research, Elsevier, vol. 50(3), pages 233-234, December.
    4. Wilken, Robert & Cornelißen, Markus & Backhaus, Klaus & Schmitz, Christian, 2010. "Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 69-82.
    5. Patton, Charles & Balakrishnan, P.V. (Sundar), 2010. "The impact of expectation of future negotiation interaction on bargaining processes and outcomes," Journal of Business Research, Elsevier, vol. 63(8), pages 809-816, August.
    6. Jeff S. Johnson & Ravipreet S. Sohi, 2016. "Understanding and resolving major contractual breaches in buyer–seller relationships: a grounded theory approach," Journal of the Academy of Marketing Science, Springer, vol. 44(2), pages 185-205, March.
    7. Johnston, Wesley J. & Lewin, Jeffrey E., 1996. "Organizational buying behavior: Toward an integrative framework," Journal of Business Research, Elsevier, vol. 35(1), pages 1-15, January.
    8. Sinem Acar-Burkay & Vidar Schei & Luk Warlop, 2020. "The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes," Group Decision and Negotiation, Springer, vol. 29(3), pages 491-522, June.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:14:y:1986:i:6:p:549-566. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.