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Analyzing interpersonal communications in industrial marketing negotiations

Analyzing interpersonal communications in industrial marketing negotiations 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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

Analyzing interpersonal communications in industrial marketing negotiations

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References (77)

Publisher
Springer Journals
Copyright
1991 Academy of Marketing Science
ISSN
0092-0703
eISSN
1552-7824
DOI
10.1007/BF02726005
Publisher site
See Article on Publisher Site

Abstract

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.

Journal

Journal of the Academy of Marketing ScienceSpringer Journals

Published: Mar 1, 1991

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