Reference prices as determinants of business-to-business price negotiation outcomes: An empirical perspective from the chemical industry

Journal of Supply Chain Management

Volumn 48, Issue 1, 2012, Pages 92-106

  Moosmayer, Dirk C ^a   Schuppar, Bjoern ^b   Siems, Florian U ^a  

^a RWTH AACHEN UNIVERSITY   (Germany)

^b Schuppar Consulting Ltd and Co KG   (Germany)

Author keywords

Business to Business marketing; Buyer supplier relationships; Negotiation; Ridge regression; Transaction cost economics

Indexed keywords

EID: 84856297912     PISSN: 15232409     EISSN: 1745493X     Source Type: Journal    
DOI: 10.1111/j.1745-493X.2011.03254.x     Document Type: Article

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