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The purchasing agent: Friend or foe to the salesperson?

The purchasing agent: Friend or foe to the salesperson? Abstract This research investigates the links between the negotiation performance, personal characteristics, and aptitudes, for a sample of 460 purchasing agents. Negotiation performance, in the adversarial sense, and buyer empathy were not found to be important. Buyers who were motivated, satisfied and certain of management expectations performed best. These findings confirm earlier results by the same researchers. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

The purchasing agent: Friend or foe to the salesperson?

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References (14)

Publisher
Springer Journals
Copyright
1988 Academy of Marketing Science
ISSN
0092-0703
eISSN
1552-7824
DOI
10.1007/BF02723354
Publisher site
See Article on Publisher Site

Abstract

Abstract This research investigates the links between the negotiation performance, personal characteristics, and aptitudes, for a sample of 460 purchasing agents. Negotiation performance, in the adversarial sense, and buyer empathy were not found to be important. Buyers who were motivated, satisfied and certain of management expectations performed best. These findings confirm earlier results by the same researchers.

Journal

Journal of the Academy of Marketing ScienceSpringer Journals

Published: Sep 1, 1988

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