The Effects of Personal Value Similarity on Business Negotiations
Article Abstract:
The effects of personal values in business negotiations are examined. The values of time processing orientation and agreement preference are shown to have little consistent affect on the relationships between negotiators.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2000
Negotiation, Negotiations
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2000
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Importance of Alternative Rewards; Impact of Managerial Level
Article Abstract:
A study focuses on the impact of the organizational level on the importance of rewards to sales managers. Little impact is identified, but six rewards that are considered important to sales managers are described.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2000
Methods, Sales management
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2000
User Contributions:
Comment about this article or add new information about this topic:
Subjects list: Management, Marketing
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