Many business-to-business transactions rely on negotiation, yet extant research has not
addressed key questions about what is negotiated and how. To tackle this persistent …

Purpose This research investigates new innovative service models that provide
opportunities for hearing and deaf individuals to switch roles within a co-created service …

In business markets, firms increasingly participate in new product development (NPD)
activities that they outsource to suppliers. Such buyer participation can be complicated by …

With a mixed-methods approach, this study analyzes how varying the number of issues in
business-to-business (B2B) sales negotiations affects negotiation processes and outcomes …

While temperature's effects on human physiology have been well studied, its effects in
decision-making contexts are still relatively unknown. The authors investigate the role of …

The negative stereotypes that consumers ascribe to salespeople in a B2C context are
numerous and frequently result in consumers' hesitancy to engage in negotiations. Negative …

This meta-analysis investigates the existence of a potential buyer advantage in economic
outcomes of sales negotiations, ie, greater mean buyer profit than seller profit. Role theory …

The authors build on the literature on reciprocity by exploring a prevalent social and
economic phenomenon in the Philippines where individuals with positive mobile phone …

The role of emotion, particularly anger, has been explored as a valence in management and
negotiation literatures. Studies on the impact of the strength of such emotions, however, are …

We propose a process model that examines the antecedents and consequences of
bargaining concession rates with managerially relevant constructs grounded in social …