Brand relationships influence human attitudes, intentions, and behaviors. While past
research has generously explored this idea in the customer context, less research has …

The global health pandemic triggered many challenges for businesses and society, forcing
organizations and salespeople alike to pivot, alter their sales strategies, accelerate their …

First impressions matter. Just as salespeople assess potential customers, consumers make
judgments about salespeople, using cues from a salesperson's appearance and behavior to …

Closing is an essential part of selling. However, academic research related to closing has
been quite limited and detailed observational research has not yet been conducted. This …

This research investigates how salesperson autonomy in negotiation decision-making
influences their anticipated preparation effort and the setting of initial positions in multi-issue …

Large language models LLMs like ChatGPT have reached the 100 Mio user barrier in record
time and might increasingly enter all areas of our life leading to a diverse set of interactions …

Salesperson attractiveness produces varied effects in consumer perceptions and behaviors
particularly in the retail bargaining context. However, little research has been conducted …

The integration of artificial intelligence (AI), including the recent appearance of revolutionary
large language models (LLMs), marks a transformative era in the field of negotiations …

This study investigates the impact of technological innovations and sociocultural factors on
negotiation processes, specifically focusing on e-payment systems. Utilizing demographic …

This chapter develops and presents an integrative framework of business transparency that
actively seeks to build bridges across the business disciplines by identifying six common …