The negotiating style of Saudi industrial buyers: An empirical investigation
This study investigates the negotiating styles of Saudi industrial buyers. Thomas’s Topology as measured by Rahim’s instrument is used in this study. The results suggest that three are two dominant styles of negotiation in the Saudi context, namely: the competitive and collaborative styles.
| Publicado en: | International journal of value-based management |
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| Autor principal: | |
| Tipo de documento: | Electrónico Artículo |
| Lenguaje: | Inglés |
| Verificar disponibilidad: | HBZ Gateway |
| Journals Online & Print: | Gargar...
|
| Fernleihe: | Fernleihe für die Fachinformationsdienste |
| Publicado: |
Proquest
1992
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| En: |
International journal of value-based management
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| Otras palabras clave: | B
Negotiation Process
B Industrial Buyer B Conflict Style B Conflict Management B Managerial Grid |
| Acceso en línea: |
Volltext (lizenzpflichtig) |
| Sumario: | This study investigates the negotiating styles of Saudi industrial buyers. Thomas’s Topology as measured by Rahim’s instrument is used in this study. The results suggest that three are two dominant styles of negotiation in the Saudi context, namely: the competitive and collaborative styles. |
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| ISSN: | 1572-8528 |
| Obras secundarias: | Enthalten in: International journal of value-based management
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| Persistent identifiers: | DOI: 10.1007/BF02919228 |