Personal Selling & Sales Management Abstracts

Evans, Kenneth R.
January 1994
Journal of Personal Selling & Sales Management;Winter94, Vol. 14 Issue 1, p91
Academic Journal
Presents several abstracts related to personal selling and sales management. "The Effects of Agents and Mediators on Negotiation Outcomes," by Max H. Bazerman, Margaret A. Neale, Kathleen A. Valley, Edward J. Zajac and Yong Min Kim; "Offensive and Defensive Use of Punitive Tactics in Explicit Bargaining," by Rebecca Ford and Mary A. Blegen; "Negotiation Strategies and the Nature of Channel Relationships," by Shankar Ganesan.


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