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Keywords: customer-supplier negotiations
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Journal Articles
Journal:
The Accounting Review
The Accounting Review (2022) 97 (6): 149–171.
Published: 01 October 2022
... asymmetry is quite prevalent in customer-supplier negotiations. While there are various sources of power, studies except for Kim and Fragale (2005) tend to consider either the value of alternatives (e.g., Pinkley et al. 1994 ; Van den Abbeele et al. 2009 ) or the value of negotiators' CP (e.g., Mannix...
