Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management /

Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management /

This research study brings theoretical insights on real-life negotiations in sales of professional services in Spain and Germany. From the interview data obtained through an exploratory study based on a grounded theory approach, several factors that affect and determine agenda setting and issue mana...

Πλήρης περιγραφή

Λεπτομέρειες βιβλιογραφικής εγγραφής
Κύριος συγγραφέας:	Prat, Mireia (Συγγραφέας)
Συγγραφή απο Οργανισμό/Αρχή:	SpringerLink (Online service)
Μορφή:	Ηλεκτρονική πηγή Ηλ. βιβλίο
Γλώσσα:	English
Έκδοση:	Wiesbaden : Springer Fachmedien Wiesbaden : Imprint: Springer Gabler, 2014.
Σειρά:	BestMasters
Θέματα:	Business. Marketing. Business and Management.
Διαθέσιμο Online:	Full Text via HEAL-Link

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