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.
| Auteur principal: | |
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| Type de support: | Électronique Article |
| Langue: | Anglais |
| Vérifier la disponibilité: | HBZ Gateway |
| Journals Online & Print: | En cours de chargement...
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| Fernleihe: | Fernleihe für die Fachinformationsdienste |
| Publié: |
Proquest
1992
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| Dans: |
International journal of value-based management
Année: 1992, Volume: 5, Numéro: 1, Pages: 1-15 |
| Sujets non-standardisés: | B
Negotiation Process
B Industrial Buyer B Conflict Style B Conflict Management B Managerial Grid |
| Accès en ligne: |
Volltext (lizenzpflichtig) |
| Résumé: | 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 |
| Contient: | Enthalten in: International journal of value-based management
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| Persistent identifiers: | DOI: 10.1007/BF02919228 |