University of Twente Student Theses
Supplier satisfaction and negotiation behaviour
Janssen, Marline (2019) Supplier satisfaction and negotiation behaviour.
|
PDF
3MB |
| Abstract: | Negotiation is a fundamental part of business relationships. Negotiation strategies will have different effects on the relation between buyer and supplier. This paper investigates the satisfaction of suppliers with their buyers in relation to their use of negotiation styles and tactics. It shows that the accommodating and collaborating negotiation styles are being used when a supplier is satisfied with the customer. It also indicates that integrative negotiation tactics are used when the supplier is satisfied with the customer. Furthermore, it was found that distributive tactics are used when suppliers are not satisfied with customers. Nevertheless, no significant relationships were found for the avoiding, competing and compromising negotiation styles. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 85 business administration, organizational science |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/77426 |
| Export this item as: | BibTeX EndNote HTML Citation Reference Manager |
Show download statistics for this publication
Show download statistics for this publicationRepository Staff Only: item control page