2008

  • „Cost information and economic outcome of decentralized price of negotiations: a behavioral perspective“

2nd Conference on Enhancing Sales Force Productivity, Christian Albrechts-University Kiel, Kiel, Germany, May 2008; Backhaus K., Cornelissen M., Schmitz C., Wilken R.

 

  • „How different kinds of cost information for salespeople affect negotiations and economic outcome: a behavorial perspective“

7th International Congress Marketing Trends, Venice, Italy, January 2008; Backhaus K., Wilken R., Cornelissen M.

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