“The more, the merrier” or “less is more”? How the number of issues addressed in B2B sales negotiations affects dyadic and seller economic outcomes

2020/02/29 by Ingmar Geiger, Joachim Hüffmeier · 26 citations
Business, Management and Accounting · Social Sciences · #Business #Conflict Management and Negotiation #Economics #Industrial organization #Innovation and Knowledge Management #Marketing #Microeconomics #Negotiation #Outsourcing and Supply Chain Management #Political science #Profit (economics)

paper · doi:10.1016/j.indmarman.2020.02.013

published in Industrial Marketing Management 87, 90-105 (Elsevier BV)

openalex publication_date 2020/02/29 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/28

Citations

• Rethinking Customer Solutions: From Product Bundles to Relational Processes
• The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.

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