Perception differences between buyer and supplier: the effect of agent negotiation styles

Hung Chung Su
Hung Chung Su

International Journal of Production Research, pp. 6067-6083, 2017.

Cited by: 3|Bibtex|Views0|

Abstract:

This study investigates the effects of individual negotiation styles on a buyer’s stated behaviour and a supplier’s anticipation of the buyer’s behaviours with regard to opportunism and compliance in a multi-echelon production network under different firm-level governance mechanisms. We design a between-subjects matched-scenario experimen...More

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