TY - JOUR
AU - Meissner, Hans Gunther
AB - The determinants of marketing negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight businesspeople from the United States, 48 from France, 44 from West Germany, and 44 from the United Kingdom participated in two-person, buyer-seller negotiation simulations. The American process of negotiation is found to be different from that of the Europeans in several respects.
TI - Marketing Negotiations in France, Germany, the United Kingdom, and the United States
JF - Journal of Marketing
DO - 10.1177/002224298805200204
DA - 1988-04-01
UR - https://www.deepdyve.com/lp/sage/marketing-negotiations-in-france-germany-the-united-kingdom-and-the-U7JU06BfVb
SP - 49
EP - 62
VL - 52
IS - 2
DP - DeepDyve
ER -