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Showing 1 to 1 of 1 for “"Behavioral laboratory experiment"”.
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Competitive versus Collaborative: Exploring the Negotiation Strategy Impact on Relational Outcomes in Ongoing Buyer-Supplier Relationships
… choices. Study One utilized a scenario based experiment methodology. A priori hypotheses were developed based on Social Exchange Theory and its reciprocity tenet. The experimental results indicate that the use of a competitive negotiation strategy decreases levels of relationship specific …