“The more, the merrier” or “less is more”? How the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes
Abstract
With a mixed-methods approach, this study analyzes how varying the number of issues in business-to-business (B2B) sales negotiations affects negotiation processes and outcomes. A qualitative interview study with B2B negotiators (N = 46) reveals that more issues increase complexity but offer more possibilities for concessions. Sellers see benefits in increasing the number of issues addressed, whereas buyers are ambiguous about whether negotiating...
Paper Details
Title
“The more, the merrier” or “less is more”? How the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes
Published Date
May 1, 2020
Volume
87
Pages
90 - 105
Citation AnalysisPro
You’ll need to upgrade your plan to Pro
Looking to understand the true influence of a researcher’s work across journals & affiliations?
- Scinapse’s Top 10 Citation Journals & Affiliations graph reveals the quality and authenticity of citations received by a paper.
- Discover whether citations have been inflated due to self-citations, or if citations include institutional bias.
Notes
History