Journal Article

The role of leadership in salespeople's price negotiation behavior

Journal of the Academy of Marketing Science 46 (4): 703–724
Sascha Alavi, Johannes Habel, Paolo Guenzi, Jan Wieseke (2018)
Subject(s): Human resources management/organizational behavior, Marketing
Keyword(s): Sales, leadership, price negotiations, salesperson–customer interaction, transformational leadership, social learning
JEL Code(s): M310
Volume 46
Issue 4
Pages 703–724