Business Practices

Article

Where Should Fairness Judgment Be Anchored? Fairness As A Decision Heuristic For Achieving

Achieving compliance from business partners is considered to be important for firms, yet the use of influence strategies to elicit compliance is one-sided and sometimes aggressive. Previous channel Read More »

Date: 06/03/2014
Author: Miaomiao Zhu, Michael Kleinaltenkamp, Ingmar Geiger
Contributor: eb™ Research Team
Article

To Brand Not To Brand Or Both? Consequences For Dual-Brand Firms

In addition to produce their own brands, dual-brand firms also supply private labels for particular retailers. Some leading Spanish brands such as Don Simón, Mahou and Carbonell, have been involved Read More »

Date: 06/03/2014
Author: Nicolas Ochoa, Julio Cerviño, Jaime Rivera
Contributor: eb™ Research Team
Article

Renegotiations In Business-To-Business Practice: A Qualitative Status Quo Analysis

In recent years, renegotiations have become more prevalent in business-to-business transactions. Although renegotiations have a strong impact on business efficiency and relationships, marketing Read More »

Date: 06/03/2014
Author: Aline Kugler, Markus Voeth, Melanie Hein
Contributor: eb™ Research Team
Article

Pattern Your Concessions? An Analysis Of Concession Behavior In Buyer-Seller Negotiations

Concessions are critical in buyer-seller negotiations, since they influence the (non-)achievement of a contractual agreement. Existing research has extensively studied concession behavior in Read More »

Date: 06/03/2014
Author: Birte Kemmerling, Markus Voeth, Uta Herbst, Tatjana Becker
Contributor: eb™ Research Team
Article

Understanding The Normative Role Of Industry Standards In Channel Negotiations

Regarding pricing policies and negotiation outcomes, industry standards play a significant role in practice, but often appear arbitrary, and are most likely suboptimal from a profit-maximizing Read More »

Date: 06/03/2014
Author: Arnaud De Bruyn, Gary Bolton, Bill Ross
Contributor: eb™ Research Team
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