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.
| Опубликовано в: : | International journal of value-based management |
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| Главный автор: | |
| Формат: | Электронный ресурс Статья |
| Язык: | Английский |
| Проверить наличие: | HBZ Gateway |
| Journals Online & Print: | Загрузка...
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| Fernleihe: | Fernleihe für die Fachinformationsdienste |
| Опубликовано: |
Proquest
1992
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| В: |
International journal of value-based management
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| Другие ключевые слова: | B
Negotiation Process
B Industrial Buyer B Conflict Style B Conflict Management B Managerial Grid |
| Online-ссылка: |
Volltext (lizenzpflichtig) |
| Итог: | 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 |
| Второстепенные работы: | Enthalten in: International journal of value-based management
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| Persistent identifiers: | DOI: 10.1007/BF02919228 |