메뉴 건너뛰기




Volumn 5, Issue 2, 1996, Pages 99-106

Creative relationship-Focused negotiations in international business

Author keywords

[No Author keywords available]

Indexed keywords


EID: 85007191229     PISSN: 09631690     EISSN: 14678691     Source Type: Journal    
DOI: 10.1111/j.1467-8691.1996.tb00127.x     Document Type: Article
Times cited : (3)

References (46)
  • 1
    • 0000906501 scopus 로고
    • The use of pledges to build and sustain commitment in distribution channels
    • Anderson, E. and Weitz, B.A. (1992). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29: 18-34.
    • (1992) Journal of Marketing Research , vol.29 , pp. 18-34
    • Anderson, E.1    Weitz, B.A.2
  • 2
    • 85040470429 scopus 로고
    • Priming the rookie buyer for a first acquisition
    • Aplin, J.C. (1988). Priming the rookie buyer for a first acquisition. Mergers and Acquisitions, Vol. 23(1), 55-58.
    • (1988) Mergers and Acquisitions , vol.23 , Issue.1 , pp. 55-58
    • Aplin, J.C.1
  • 4
    • 85040470980 scopus 로고    scopus 로고
    • Negotiating for public service managers
    • Boydell, K.D. Negotiating for public service managers. Optimum, Vol. 25: 18-24.
    • Optimum , vol.25 , pp. 18-24
    • Boydell, K.D.1
  • 6
    • 55549121528 scopus 로고
    • Negotiating skills for credit professionals
    • Brotherston, B. (1995). Negotiating skills for credit professionals. Credit Control, Vol. 16: 16-19.
    • (1995) Credit Control , vol.16 , pp. 16-19
    • Brotherston, B.1
  • 7
    • 0039005963 scopus 로고
    • Organizing successful co-marketing alliances
    • Bucklin, L.P. and Sengupta, S. (1993). Organizing successful co-marketing alliances. Journal of Marketing, Vol. 57, 32-46.
    • (1993) Journal of Marketing , vol.57 , pp. 32-46
    • Bucklin, L.P.1    Sengupta, S.2
  • 9
    • 0000944181 scopus 로고
    • Bargaining in an asymmetrical power structure
    • Dwyer, F.R. and Walfer, O.C (1981). Bargaining in an asymmetrical power structure. Journal of Marketing, Vol. 45, 104-115.
    • (1981) Journal of Marketing , vol.45 , pp. 104-115
    • Dwyer, F.R.1    Walfer, O.C.2
  • 10
    • 0003163497 scopus 로고
    • Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose
    • Fry, W.R., Firestone, I.J. and Williams, D.L. (1983). Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose Basic and Applied Social Psychology, Vol. 4, 1-16.
    • (1983) Basic and Applied Social Psychology , vol.4 , pp. 1-16
    • Fry, W.R.1    Firestone, I.J.2    Williams, D.L.3
  • 11
    • 21744448471 scopus 로고
    • Determinants of long-term orientation in buyer-seller relationships
    • Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, Vol. 58, 1-19.
    • (1994) Journal of Marketing , vol.58 , pp. 1-19
    • Ganesan, S.1
  • 12
    • 11344262144 scopus 로고
    • Interorganizational governance in marketing channels
    • Heide, J.B. (1994). Interorganizational governance in marketing channels. Journal of Marketing, Vol. 58, 71-85.
    • (1994) Journal of Marketing , vol.58 , pp. 71-85
    • Heide, J.B.1
  • 13
    • 0007417164 scopus 로고
    • Effects of different magnitudes of threat upon interpersonal bargaining
    • Hornstein, H.A. (1965). Effects of different magnitudes of threat upon interpersonal bargaining. Journal of Experimental Social Psychology, Vol. 1, 282-293.
    • (1965) Journal of Experimental Social Psychology , vol.1 , pp. 282-293
    • Hornstein, H.A.1
  • 14
    • 77953114048 scopus 로고
    • On the conceptual foundations of creative problem solving: A response to Magyari-Beck
    • Isaksen, S.G. (1995). On the conceptual foundations of creative problem solving: A response to Magyari-Beck. Creativity and Innovation Management, Vol. 4(1), 52-63.
    • (1995) Creativity and Innovation Management , vol.4 , Issue.1 , pp. 52-63
    • Isaksen, S.G.1
  • 16
    • 0010784907 scopus 로고
    • Psychology and behavioural technology
    • Kipnis, D. (1987). Psychology and behavioural technology. American Psychologist, 42, 30-36.
    • (1987) American Psychologist , vol.42 , pp. 30-36
    • Kipnis, D.1
  • 19
    • 0011081577 scopus 로고
    • The Change from a fief structure in China
    • Li, J. (1992). The Change from a fief structure in China. Advances in Chinese Industrial Studies, Vol. 3, 21-36.
    • (1992) Advances in Chinese Industrial Studies , vol.3 , pp. 21-36
    • Li, J.1
  • 21
    • 85040495705 scopus 로고
    • International credit managers as negotiators: Part 2 of 2
    • Lota, G.E. (1987). International credit managers as negotiators: Part 2 of 2. Credit and Financial Management, Vol. 89(5), 10.
    • (1987) Credit and Financial Management , vol.89 , Issue.5 , pp. 10
    • Lota, G.E.1
  • 25
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R.M. and Hunt, S.D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, Vol. 58, 20-38.
    • (1994) Journal of Marketing , vol.58 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 26
    • 5844396765 scopus 로고
    • Marketing as strategy
    • Morries, M.H., Pitt, L.F., and Bromfield, D. (1994). Marketing as strategy. Futures, 26(4), 391-402.
    • (1994) Futures , vol.26 , Issue.4 , pp. 391-402
    • Morries, M.H.1    Pitt, L.F.2    Bromfield, D.3
  • 30
    • 85040477671 scopus 로고
    • Working together: Contractual relations for the management consultant
    • Fall
    • Richard, A. and Montoya, I. (1994). Working together: contractual relations for the management consultant. Journal of Management Consulting, Fall: 29-32.
    • (1994) Journal of Management Consulting , pp. 29-32
    • Richard, A.1    Montoya, I.2
  • 31
    • 85040490556 scopus 로고
    • International editions (Sixth), Prentice Hall Inc, Englewood Cliffs New Jersey 07632
    • Robbins, S. (1994). Organisational Behaviour. International editions (Sixth). Prentice Hall Inc. Englewood Cliffs, New Jersey 07632. 457-465.
    • (1994) Organisational Behaviour , pp. 457-465
    • Robbins, S.1
  • 33
    • 0008776701 scopus 로고
    • Consider both relationships and substance when negotiating strategically
    • Savage, G.T., Blair, J.D. and Sorenson, R.L. (1989). Consider both relationships and substance when negotiating strategically. Academy of Management Executive, Vol. III, No. 1, 37-48.
    • (1989) Academy of Management Executive , vol.3 , Issue.1 , pp. 37-48
    • Savage, G.T.1    Blair, J.D.2    Sorenson, R.L.3
  • 35
    • 0001164811 scopus 로고
    • Comparison of married and ad hoc mixed-sex dyads negotiating the division of a reward
    • Schoeninger, D.W. and Wood, W.D. (1969). Comparison of married and ad hoc mixed-sex dyads negotiating the division of a reward. Journal of Experimental Social Psychology, Vol. 14, 480-491.
    • (1969) Journal of Experimental Social Psychology , vol.14 , pp. 480-491
    • Schoeninger, D.W.1    Wood, W.D.2
  • 36
    • 85040490459 scopus 로고
    • The battle at Bayou Steel
    • June
    • Schriefer, J. (1995). The battle at Bayou Steel. Iron Age New Steel, June: 30-40.
    • (1995) Iron Age New Steel , pp. 30-40
    • Schriefer, J.1
  • 37
    • 0001182587 scopus 로고
    • Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness
    • Schurr, P.H. and Ozanne, J.L. (1985). Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness. Journal of Consumer Research, Vol. 11, 939-953.
    • (1985) Journal of Consumer Research , vol.11 , pp. 939-953
    • Schurr, P.H.1    Ozanne, J.L.2
  • 39
    • 85040488339 scopus 로고
    • OG and E generates partnerships with suppliers
    • Aug
    • Steven, G. (1994). OG and E generates partnerships with suppliers. Transmission and Distribution, Aug.: 36-42.
    • (1994) Transmission and Distribution , pp. 36-42
    • Steven, G.1
  • 41
    • 84965940279 scopus 로고
    • Behaviour of a threatener: Retaliator versus fixed opportunity costs
    • Tedeschi, J.T., Bonoma, T.V. and Novinson, N. (1970). Behaviour of a threatener: Retaliator versus fixed opportunity costs. Journal of Conflict Resolution, Vol. 14, 69-76.
    • (1970) Journal of Conflict Resolution , vol.14 , pp. 69-76
    • Tedeschi, J.T.1    Bonoma, T.V.2    Novinson, N.3
  • 42
  • 45
    • 0041385347 scopus 로고
    • The changing role of marketing in the corporation
    • Webster, F.E. (1992). The changing role of marketing in the corporation. Journal of Marketing, Vol. 56, 1-17.
    • (1992) Journal of Marketing , vol.56 , pp. 1-17
    • Webster, F.E.1
  • 46
    • 84965510758 scopus 로고
    • Short-term success in mediation: Its relationship to disputant and mediator behaviours and prior conditions
    • Zubek, J.M., Pruitt, D.G., Peire, R.S., McGillicuddy, N.B. and Syna, H. (1992). Short-term success in mediation: Its relationship to disputant and mediator behaviours and prior conditions. Journal of Conflict Resolution, Vol. 36, 546-572.
    • (1992) Journal of Conflict Resolution , vol.36 , pp. 546-572
    • Zubek, J.M.1    Pruitt, D.G.2    Peire, R.S.3    McGillicuddy, N.B.4    Syna, H.5


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.