P-ISSN 1534-973X
E-ISSN 2329-9762
Vol. 20, Issue 1, 2010January 01, 2010 CDT
Preparing to Negotiate: An Exploratory Analysis of the Activities Comprising the Pre-Negotiation Process in a Buyer-Seller Interaction
Preparing to Negotiate: An Exploratory Analysis of the Activities Comprising the Pre-Negotiation Process in a Buyer-Seller Interaction
ROBERT M. PETERSON, C. DAVID SHEPHERD,
Articles in Vol. 20, Issue 1, 2010
Vol. 20, Issue 1, 2010
- Effects of Jewish-Italian Consumer Animosity Towards Arab Products: The Role of PersonalityGIANLUIGI GUIDOM. IRENE PRETEPIERMARIO TEDESCHILULY DADUSC
- How Far Does the Apple Fall From the Tree? Advertising Preferences in Spain and MexicoLINDA C. UELTSCHY
- How Do U.S. and U.K. Salespeople Compare on the Dimensions of Emotional Intelligence, Positive and Negative Affect, and Customer Orientation Levels?CHARLES E. PETTIJOHNELIZABETH J. ROZELLANDREW NEWMAN
- An Examination of the Antecedents and Outcomes of Pay Satisfaction Among Retail BuyersJAMES B. DECONINCKMARY BETH DECONINCK
- Perceptions of Retail Convenience for In-Store and Online ShoppersMICHELLE BEDNARZ BEAUCHAMPNICOLE PONDER
- Preparing to Negotiate: An Exploratory Analysis of the Activities Comprising the Pre-Negotiation Process in a Buyer-Seller InteractionROBERT M. PETERSONC. DAVID SHEPHERD
- Commentary on Conceptualizing the Servicescape Construct in ‘a Study of the Service Encounter in Eight Countries’ROSCOE HIGHTOWER
- Bank Personnel’s Perception of Banking Services and Implications for Service QualityMUSA PINARZELIHA ESERSANDY STRASSER
- Electronic Commerce Research: The First 15 Years in the Fields of Marketing, Management, and Information SystemsROBERT S. MOOREMICHAEL BREAZEALE
- The Knowledge Economy’s Strategy Dilemma: Balancing Digital Relationships and RightsE. VINCENT CARTER
- Consumer Expertise, Sacralization, and Event Attendance: A Conceptual FrameworkANDREW ESPINOLAVISHAG BADRINARAYANAN
- Brand Cult: Extending the Notion of Brand CommunitiesPAUL M. ACOSTARAJ DEVASAGAYAM
- Developing Multidimensional Trust Without Touch in Virtual TeamsW. RANDY CLARKLEIGH ANNE CLARKKATIE CROSSLEY
- 21st Century Social Class Theory as It Applies to MarketingJUAN (GLORIA) MENGJOHN P. FRAEDRICH
- Consumer Perceptions of Community Banks: An Exploratory StudyJACQUELINE K. EASTMANWENDY T. DENTONMICHAEL L. THOMASLUTHER (TREY) DENTON
- The Provisions for a Flourishing Marketing and Finance Discourse and Its Impact on Organizational StructureREZA MONTAMENIDOUGLAS CORDSSUSAN D. GERINGER
PETERSON, R. M., & SHEPHERD, C. D. (2010). Preparing to negotiate: An exploratory analysis of the activities comprising the pre-negotiation process in a buyer-seller interaction. Marketing Management Journal, 20(1), 66–75. https://doi.org/10.63963/001c.150983