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The Shadow of the Future: Effects of Anticipated Interaction and Frequency of Contact on Buyer-Seller Cooperation

✍ Scribed by Jan B. Heide and Anne S. Miner

Book ID
123726958
Publisher
Academy of Management
Year
1992
Tongue
English
Weight
940 KB
Volume
35
Category
Article
ISSN
0001-4273

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πŸ“œ SIMILAR VOLUMES

The interaction of reward contingencies
The interaction of reward contingencies and causality orientation on the introduction of cooperative tactics in buyer–seller negotiations
✍ Ellen Bolman Pullins πŸ“‚ Article πŸ“… 2001 πŸ› John Wiley and Sons 🌐 English βš– 119 KB

## Abstract This article reports results of an experiment designed to see if reward contingencies and individual differences in causality orientation can interact to affect the frequency with which buyers and sellers introduce cooperative tactics into a sales negotiation. A face‐to‐face simulation