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The effects of negotiation behaviours on the decision-making process of suppliers while providing firms the preferred customer status in B2B settings

Kara, A. (2020) The effects of negotiation behaviours on the decision-making process of suppliers while providing firms the preferred customer status in B2B settings.

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Abstract:Customers can use several negotiation behaviours when negotiating with suppliers. For instance, competitive negotiation behaviours are: Misrepresentation, traditional competitive bargaining, bluffing, manipulation of opponent’s network, and inappropriate information gathering. Integrative negotiation behaviours are: Active listening, seeking mutual satisfaction, ensuring a productive relationship, ensuring positive results, ensuring a free flow of information, minimizing differences, trusting the information of other negotiators, and allowing participation of other parties in the decision-making process. The aim of this research is to study what the effects are of the negotiation behaviours on the decision-making process of suppliers while granting the preferred customer status. The decision-making process of suppliers is operationalized into three measurable items: (1) Good working relations, (2) relationships that convey competitive advantage, and (3) recognition of the buyer as a customer of choice. The results were obtained by semi-structured interviews with ten supplying and ten purchasing companies, each followed by a structured interview with a Likert-scale for the measurable effect of each behaviour on each item. The unit of analysis is the supplier, because the supplier is the one who decides whether or not a customer will be granted with the preferred customer status. The results show that according to the average scores from the semi-structured and structured interviews with the suppliers and purchasers, all the integrative behaviours have a positive effect on each item, whereas all the competitive behaviours have a negative effect on each item.
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:http://purl.utwente.nl/essays/80986
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