Klaus Backhaus

University of Muenster

Am Stadtgraben 13-15

Muenster, D-48143

Germany

SCHOLARLY PAPERS

3

DOWNLOADS

423

SSRN CITATIONS

0

CROSSREF CITATIONS

2

Scholarly Papers (3)

1.

Steering Sales Reps Through Cost Information: An Investigation into the Black Box of Cognitive References and Negotiation Behavior

International Journal of Research in Marketing, Forthcoming
Number of pages: 50 Posted: 08 Nov 2009
ESCP Europe, University of Muenster, University of Muenster and University of St. Gallen - SoM: School of Management
Downloads 180 (173,702)

Abstract:

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behavioral accounting, sales force management, delegated pricing, price negotiations, content analysis

2.

Group and Individual Level Cultural Influences in Intra-Cultural and Intercultural Negotiation between German and Chinese Negotiators

Intl. Association for Conflict Management, IACM 25th Annual Conference
Number of pages: 30 Posted: 01 Jul 2012
Harald Neun, Ingmar Geiger, Kai Luegger and Klaus Backhaus
affiliation not provided to SSRN, Free University of Berlin (FUB), University of Muenster and University of Muenster
Downloads 165 (187,317)
Citation 2

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3.

Platform Adoption in System Markets: The Roles of Preference Heterogeneity and Consumer Expectations

Number of pages: 58 Posted: 23 May 2015 Last Revised: 08 Jun 2015
University Witten/Herdecke, University of Cologne, University of Paderborn and University of Muenster
Downloads 78 (321,375)
Citation 1

Abstract:

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Network effects, platform adoption, systems markets, expectations management, heterogeneity, video gaming