Analyzing interpersonal communications in industrial marketing negotiations |
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| Authors: | Joe F Alexander Patrick L Schul Emin Babakus |
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| Institution: | (1) University of Northern Colorado, Greeley, USA;(2) Memphis State University, Memphis, USA |
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| Abstract: | Given the importance of analyzing interpersonal communications is marketing negotiations, a multidimensional content analytic
coding system is presented. First, specific tests of the instrument’s validity and reliability are provided. Then, in an application
of the scheme in a controlled environment, insights are provided regarding what types of interpersonal communication strategies
and tactics are used by marketing negotiators. |
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