Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management
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| Format: | Abschlussarbeit Elektronisch E-Book |
| Sprache: | English |
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Wiesbaden
Springer Gabler
2014
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| Schriftenreihe: | BestMasters
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| Online-Zugang: | BFB01 BTU01 FHA01 FHI01 FHM01 FHN01 FHR01 FKE01 FNU01 FRO01 FWS01 FWS02 HWR01 UBG01 UBM01 UBT01 UBY01 UPA01 Volltext Abstract |
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Datensatz im Suchindex
| DE-BY-FWS_katkey | 500992 |
|---|---|
| DE-BY-UBG_katkey | 3079962 |
| DE-BY-UBG_local_url | Verlag https://doi.org/10.1007/978-3-658-04499-2 |
| _version_ | 1811360316879011840 |
| adam_text | SALES NEGOTIATIONS IN PROFESSIONAL SERVICE FIRMS
/ PRAT, MIREIA
: 2014
ABSTRACT / INHALTSTEXT
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 MANAGEMENT HAVE EMERGED. IT HAS BEEN SPOTTED
THAT INDUSTRY STANDARDS RATHER THAN NEGOTIATION STRATEGY DETERMINE
AGENDA SETTING AND THAT ISSUES ABOUT CONTENT ARE USUALLY AGREED ON
BEFORE NEGOTIATING PRICE AND BUREAUCRATIC CONDITIONS, BEING THE DEGREE
OF PRODUCTIZATION OF PROFESSIONAL SERVICE FIRMS A VARIABLE THAT NEEDS
TO BE TAKEN INTO ACCOUNT. MOREOVER, A PATTERN HAS BEEN FOUND IN SALES
NEGOTIATIONS OF CONSULTING COMPANIES DEALING WITH CLIENT COMPANIES WITH
AN ORGANIZED PURCHASING DEPARTMENT, WHICH HAS BEEN LABELED AS
MULTI-PARTY SEQUENTIAL NEGOTIATION MODEL . CONTENTS AGENDA SETTING
ISSUE MANAGEMENT MULTI-PARTY SEQUENTIAL NEGOTIATION PRODUCTIZATION OF
PROFESSIONAL SERVICES TARGET GROUPS RESEARCHERS AND STUDENTS IN THE
FIELD OF BUSINESS MANAGEMENT AND NEGOTIATION PROFESSIONAL SERVICE FIRMS
DECISION MAKERS, SALES MANAGERS, PURCHASING MANAGERS AND PROFESSIONALS
DEALING WITH NEGOTIATIONS THE AUTHOR MIREIA PRAT STUDIED BUSINESS
MANAGEMENT AT UNIVERSITAT POMPEU FABRA OF BARCELONA, AND OBTAINED HER
MASTER OF SCIENCE DEGREE IN MANAGEMENT AND MARKETING AT FREIE
UNIVERSITAET OF BERLIN
DIESES SCHRIFTSTUECK WURDE MASCHINELL ERZEUGT.
|
| any_adam_object | 1 |
| author | Prat, Mireia |
| author_facet | Prat, Mireia |
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| author_sort | Prat, Mireia |
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| bvnumber | BV041587826 |
| callnumber-first | H - Social Science |
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| callnumber-raw | HD28-70 |
| callnumber-search | HD28-70 |
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| callnumber-subject | HD - Industries, Land Use, Labor |
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| dewey-full | 650 |
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| dewey-ones | 650 - Management and auxiliary services |
| dewey-raw | 650 |
| dewey-search | 650 |
| dewey-sort | 3650 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| doi_str_mv | 10.1007/978-3-658-04499-2 |
| format | Thesis Electronic eBook |
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| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-027032950 |
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| owner | DE-703 DE-739 DE-1049 DE-92 DE-863 DE-BY-FWS DE-862 DE-BY-FWS DE-19 DE-BY-UBM DE-Aug4 DE-859 DE-M347 DE-898 DE-BY-UBR DE-634 DE-2070s DE-473 DE-BY-UBG DE-522 DE-861 DE-573 DE-706 |
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| spellingShingle | Prat, Mireia Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management Management Wirtschaft Economics Industrial management Marketing Economics/Management Science Verhandlungsführung (DE-588)4187777-9 gnd |
| subject_GND | (DE-588)4187777-9 (DE-588)4113937-9 |
| title | Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management |
| title_auth | Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management |
| title_exact_search | Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management |
| title_full | Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management Mireia Prat |
| title_fullStr | Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management Mireia Prat |
| title_full_unstemmed | Sales Negotiations in Professional Service Firms An Exploratory Study on Agenda Setting and Issue Management Mireia Prat |
| title_short | Sales Negotiations in Professional Service Firms |
| title_sort | sales negotiations in professional service firms an exploratory study on agenda setting and issue management |
| title_sub | An Exploratory Study on Agenda Setting and Issue Management |
| topic | Management Wirtschaft Economics Industrial management Marketing Economics/Management Science Verhandlungsführung (DE-588)4187777-9 gnd |
| topic_facet | Management Wirtschaft Economics Industrial management Marketing Economics/Management Science Verhandlungsführung Hochschulschrift |
| url | https://doi.org/10.1007/978-3-658-04499-2 http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027032950&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT pratmireia salesnegotiationsinprofessionalservicefirmsanexploratorystudyonagendasettingandissuemanagement |