Seller and Buying Firm Factors Affecting Industrial Buyers’ Negotiation Behavior and Outcomes
Seller and Buying Firm Factors Affecting Industrial Buyers’ Negotiation Behavior and Outcomes
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影响工业买家谈判行为和结果的卖方和买方公司因素
DOI：
10.1177/002224378402100105
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发表时间：
1984
影响因子：
6.1
通讯作者：
Stephen W. Clopton
中科院分区：
文献类型：
--
作者：
Stephen W. Clopton
作者假设并检验了卖方让步行为、卖方信息和买方公司对买方的监控对产业买方谈判行为和谈判结果的影响。实践中的工业买家参加了一个互动谈判实验，旨在测试假设的影响。研究结果表明，这些因素相互作用，影响买方的谈判行为和结果。买方在谈判中获得的节省显著地受到卖方的行为和卖方提供给买方的信息的影响。买方的谈判行为受到卖方信息和买方公司对买方谈判活动监控的交互作用的影响。
The author posits and tests the effects of seller concession behavior, seller information, and buying firm monitoring of the buyer on the negotiation behavior and outcomes of industrial buyers. Practicing industrial buyers participated in an interactive negotiation experiment designed to test the hypothesized effects. The results indicate that the factors interact to affect the buyers’ negotiation behavior and outcomes. The savings buyers obtain in negotiations are significantly affected by the behavior of the seller and the information the seller provides to the buyer. Buyers’ negotiating behavior is influenced by the interaction of seller information and buying firm monitoring of buyer negotiating activity.