Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior

International Journal of Research in Marketing

Volumn 27, Issue 1, 2010, Pages 69-82

  Wilken, Robert ^a   Cornelißen, Markus ^b   Backhaus, Klaus ^b   Schmitz, Christian ^c  

^a ESMT European School of Management and Technology   (Germany)

^b UNIVERSITY OF MÜNSTER   (Germany)

^c UNIVERSITY OF ST GALLEN   (Switzerland)

Author keywords

Behavioral accounting; Content analysis; Delegated pricing; Price negotiations; Sales force management

Indexed keywords

EID: 76649120854     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijresmar.2009.08.006     Document Type: Article

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