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 no: | International journal of value-based management |
|---|---|
| Autor principal: | |
| Tipo de documento: | Recurso Electrónico Artigo |
| Idioma: | Inglês |
| Verificar disponibilidade: | HBZ Gateway |
| Journals Online & Print: | Carregar...
|
| Fernleihe: | Fernleihe für die Fachinformationsdienste |
| Publicado em: |
Proquest
1992
|
| Em: |
International journal of value-based management
|
| Outras palavras-chave: | B
Negotiation Process
B Industrial Buyer B Conflict Style B Conflict Management B Managerial Grid |
| Acesso em linha: |
Volltext (lizenzpflichtig) |
| Resumo: | 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. |
|---|---|
| ISSN: | 1572-8528 |
| Obras secundárias: | Enthalten in: International journal of value-based management
|
| Persistent identifiers: | DOI: 10.1007/BF02919228 |