A contextual model of negotiation orientation
Article Abstract:
The styles and approaches taken by individual negotiators that impact the buyer and seller satisfaction levels, and the profits levels of the organizations are examined by researchers in a variety of ways. The study proposes a contextual model of negotiation orientation (NO) that underlines behavior in negotiations and this model are designed to reduce confusion and overlap in the literature, suggesting a number of interesting directions for future research.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
User Contributions:
Comment about this article or add new information about this topic:
Organizational learning and market orientation interface and effects on performance
Article Abstract:
The relationship between market orientation and organizational learning, which is foundation of a firm's capability to use the resources and distribute the values through various dimensions, is studied. Findings reveal that learning orientation stimulates the market-oriented behavior and that it also positively affects the establishment of long-term relationships with strategic clients.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
User Contributions:
Comment about this article or add new information about this topic:
Market orientation and customer satisfaction: evidence from British machine tool industry
Article Abstract:
The relationship between market orientation and business performance in the context of British machine tool industry is examined. This analysis revealed that there are four latent dimensions underlying the market orientation.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2004
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Antecedents and consequences of relationship intention: implications for transaction and relationship marketing
- Abstracts: The sources of productivity change in Spanish banking. Retaining student in retail banking through price bundling: evidence from the Swedish market
- Abstracts: EU nations are split over bird-flu vaccination. Domestic demand fuels Eastern Europe growth. Skoda and Eastern Europe adopt 'frontier capitalism'
- Abstracts: Behavioral aspects of international buyer-seller relationships: their association with export involvement. The export marketing information system: an integration of the extant
- Abstracts: Expatriate managers and MNC's ability to control international subsidiaries: the case of Japanese MNCs. Characteristics of Japanese FDI in the east and the west: understanding the strategic motives of Japanese investment