FRINK Linked Data Fragments server

Matches in SemOpenAlex for { <https://semopenalex.org/work/W2069118451> ?p ?o ?g. }

• W2069118451 endingPage "781" @default.
• W2069118451 startingPage "764" @default.
• W2069118451 abstract "Purpose This paper seeks to explore the impact of different negotiation strategies on the negotiation setting in different buyer‐supplier relationships. So far, the extant supply chain management (SCM) literature has only briefly touched this subject, though such a study has been advocated on previous notes in the SCM literature. Design/methodology/approach A qualitative research methodology was chosen in order to investigate a focal firm's negotiations with five of its suppliers. A total of 25 hours of interviews and 15 hours of observations were carried out at the focal firm and with a number of the firms' tier one suppliers in order to investigate the subject at hand. Findings Explanation is given of when the use of different negotiation strategies can be considered expedient in different relational settings, pairing a distributive negotiation strategy with arm's length relationships, while integrative negotiation strategies remain a more ambiguous exercise. Valuable insight concerning the impact of different negotiation strategies on the negotiation setting are advanced, which, in turn, leads to a questioning of previous research conclusions regarding the application of distributive negotiation strategies in strategic partnerships. The reason for such questioning is due to a limited focal perspective applied in previous research on negotiations in SCM. Research limitations/implications Future research should statistically and analytically validate the research in order to reject or confirm the reached conclusions. Originality/value The paper is the first to specifically investigate the role of negotiation strategies in the academic discipline of SCM from a qualitative angle using participant observations and interviews." @default.
• W2069118451 created "2016-06-24" @default.
• W2069118451 creator A5011447033 @default.
• W2069118451 date "2008-11-07" @default.
• W2069118451 modified "2023-10-10" @default.
• W2069118451 title "Negotiation strategies in supply chain management" @default.
• W2069118451 cites W1566776245 @default.
• W2069118451 cites W1975909587 @default.
• W2069118451 cites W1978949196 @default.
• W2069118451 cites W1979065474 @default.
• W2069118451 cites W1990101616 @default.
• W2069118451 cites W2007506615 @default.
• W2069118451 cites W2009964025 @default.
• W2069118451 cites W2011994420 @default.
• W2069118451 cites W2017702422 @default.
• W2069118451 cites W2022065151 @default.
• W2069118451 cites W2024381043 @default.
• W2069118451 cites W2029535887 @default.
• W2069118451 cites W2030465349 @default.
• W2069118451 cites W2032212076 @default.
• W2069118451 cites W2037169063 @default.
• W2069118451 cites W2044769749 @default.
• W2069118451 cites W2048462223 @default.
• W2069118451 cites W2052238153 @default.
• W2069118451 cites W2057369585 @default.
• W2069118451 cites W2074705273 @default.
• W2069118451 cites W2086396116 @default.
• W2069118451 cites W2086987895 @default.
• W2069118451 cites W2088024796 @default.
• W2069118451 cites W2092406151 @default.
• W2069118451 cites W2104329593 @default.
• W2069118451 cites W2113348250 @default.
• W2069118451 cites W2117286234 @default.
• W2069118451 cites W2125589293 @default.
• W2069118451 cites W2131810174 @default.
• W2069118451 cites W2141951329 @default.
• W2069118451 cites W2142078081 @default.
• W2069118451 cites W2148287532 @default.
• W2069118451 cites W2170503256 @default.
• W2069118451 cites W2259188105 @default.
• W2069118451 cites W3005005504 @default.
• W2069118451 cites W3126086190 @default.
• W2069118451 cites W2053748849 @default.
• W2069118451 doi "https://doi.org/10.1108/09600030810926484" @default.
• W2069118451 hasPublicationYear "2008" @default.
• W2069118451 type Work @default.
• W2069118451 sameAs 2069118451 @default.
• W2069118451 citedByCount "50" @default.
• W2069118451 countsByYear W20691184512012 @default.
• W2069118451 countsByYear W20691184512013 @default.
• W2069118451 countsByYear W20691184512014 @default.
• W2069118451 countsByYear W20691184512015 @default.
• W2069118451 countsByYear W20691184512016 @default.
• W2069118451 countsByYear W20691184512017 @default.
• W2069118451 countsByYear W20691184512018 @default.
• W2069118451 countsByYear W20691184512019 @default.
• W2069118451 countsByYear W20691184512020 @default.
• W2069118451 countsByYear W20691184512021 @default.
• W2069118451 countsByYear W20691184512022 @default.
• W2069118451 countsByYear W20691184512023 @default.
• W2069118451 crossrefType "journal-article" @default.
• W2069118451 hasAuthorship W2069118451A5011447033 @default.
• W2069118451 hasConcept C10138342 @default.
• W2069118451 hasConcept C108713360 @default.
• W2069118451 hasConcept C11821877 @default.
• W2069118451 hasConcept C119857082 @default.
• W2069118451 hasConcept C12713177 @default.
• W2069118451 hasConcept C144024400 @default.
• W2069118451 hasConcept C144133560 @default.
• W2069118451 hasConcept C154945302 @default.
• W2069118451 hasConcept C162853370 @default.
• W2069118451 hasConcept C178300618 @default.
• W2069118451 hasConcept C182306322 @default.
• W2069118451 hasConcept C190248442 @default.
• W2069118451 hasConcept C195094911 @default.
• W2069118451 hasConcept C199776023 @default.
• W2069118451 hasConcept C202444582 @default.
• W2069118451 hasConcept C2776291640 @default.
• W2069118451 hasConcept C2776950860 @default.
• W2069118451 hasConcept C33923547 @default.
• W2069118451 hasConcept C36289849 @default.
• W2069118451 hasConcept C41008148 @default.
• W2069118451 hasConcept C44104985 @default.
• W2069118451 hasConcept C56739046 @default.
• W2069118451 hasConcept C78458016 @default.
• W2069118451 hasConcept C86803240 @default.
• W2069118451 hasConceptScore W2069118451C10138342 @default.
• W2069118451 hasConceptScore W2069118451C108713360 @default.
• W2069118451 hasConceptScore W2069118451C11821877 @default.
• W2069118451 hasConceptScore W2069118451C119857082 @default.
• W2069118451 hasConceptScore W2069118451C12713177 @default.
• W2069118451 hasConceptScore W2069118451C144024400 @default.
• W2069118451 hasConceptScore W2069118451C144133560 @default.
• W2069118451 hasConceptScore W2069118451C154945302 @default.
• W2069118451 hasConceptScore W2069118451C162853370 @default.
• W2069118451 hasConceptScore W2069118451C178300618 @default.
• W2069118451 hasConceptScore W2069118451C182306322 @default.
• W2069118451 hasConceptScore W2069118451C190248442 @default.

• next