TITLE

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

AUTHOR(S)
Alexander, Joe F.; Schul, Patrick L.; McCorkle, Denny E.
PUB. DATE
June 1994
SOURCE
Journal of Personal Selling & Sales Management;Summer94, Vol. 14 Issue 3, p25
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
9412304444

 

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