University of Twente Student Theses
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.
|
PDF
1MB |
| 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: | https://purl.utwente.nl/essays/80986 |
| 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