An Assessment of Selected Relationships in a Model of the Industrial Marketing Negotiation Process

Alexander, Joe F.; Schul, Patrick L.; McCorkle, Denny E.
June 1994
Journal of Personal Selling & Sales Management;Summer94, Vol. 14 Issue 3, p25
Academic Journal
Given the importance of understanding the determinants of successful buyer! seller negotiations in industrial sales settings, the authors tested specific relationships in a general model proposed by Graham (1987). Sixty industrial managers participated in a. simulated sales negotiation exercise, which involved the potential purchase/sale of a high-end industrial product. Insights are provided regarding the effects of demographic and personality variables on the use of coordinative (versus competitive) communication strategies in sales negotiating, as well as the subsequent effects of different strategies on both deadlock and satisfaction outcomes.


Related Articles

  • A More Human Approach to Sales. Batchelder, Tom // American Salesman;Jun2008, Vol. 53 Issue 6, p7 

    The article discusses three of the biggest inefficiencies in professional sales which lead to slow growth or inefficient new business operations. It also presents a three-part framework that can help sales professional break down their old system and build out a new, more sophisticated approach...

  • Sell! Sell!  // Boating;Sep2008, Vol. 81 Issue 9, p44 

    The article offers tips on how to make a good deal in selling boats which include advertising works, preparing the product prior the negotiation and emptying the stowage areas.

  • CHAPTER 6: Selling and Negotiating Techniques. Daniel, Rene F. // Shopping Center Leasing;2000, p99 

    Chapter 6 of the book "Selling and Negotiating Techniques" is presented. It explores various procedures that give an art of detailed negotiation of making up the final terms and conditions. It is stated that hard work and effort are essential factors to satisfy the needs of both parties. A...

  • Making strategic account managers financially savvy. Hesselschwerdt, Paul // Velocity;2008, Vol. 10 Issue 1, p19 

    The article discusses easy-to-execute activities to make strategic account managers (SAMs) financially savvy. The author recommends SAMs to create industry comparisons for their companies and every major customer industry. To form a team that combines salespeople with financial people in order...

  • The Selling Firm's Negotiation Team in Rebuys of Component Parts. Perdue, Barbara C. // Journal of Personal Selling & Sales Management;Nov88, Vol. 8 Issue 3, p1 

    This article focuses on the selling firm's negotiation team in re-buys of component parts. This manuscript reports the findings from a field study that examined selling center participation at the negotiation stage of the selling process. Focusing on a commonplace industrial purchase, the re-buy...

  • How to Avoid Cutting Your Price. Reilly, Tom // Official Board Markets;10/15/2005, Vol. 81 Issue 42, p6 

    Explores the approaches in price negotiation without resorting to price cutting. Consideration of how one allow emotions to interfere with business decision; Advantage of playing the price negotiation game with the buyer; Importance of asking the buyer to elaborate on the price objection.

  • Client involvement through negotiation: A key to success. Mouritsen, Russel H. // American Salesman;Aug93, Vol. 38 Issue 8, p24 

    Emphasizes cooperative negotiation as an effective strategy in selling. Client relationships; Cooperative negotiation skills; Mutual problem solving effort; Creativity in solving client's problem; Buying process.

  • Do you have what it takes to negotiate?  // Air Conditioning Heating & Refrigeration News;9/23/96, Vol. 199 Issue 4, p39 

    Offers advice in successfully negotiating with customers. Need for technicians to have sales ability and training; Taping a sales pitch; Key to clear communication.

  • Questioning the Deal. Redstone, Sumner // Across the Board;Sep/Oct2001, Vol. 38 Issue 5, p13 

    Suggests a method in negotiating for a sale of a product or commodity.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics