Jörg Rottenburger

WHU - Otto Beisheim School of Management

Associated Researcher

Burgplatz 2

Vallendar, 56179

Germany

SCHOLARLY PAPERS

3

DOWNLOADS

51

SSRN CITATIONS

3

CROSSREF CITATIONS

4

Scholarly Papers (3)

1.

Bluffs, Lies, and Consequences: A Reconceptualization of Bluffing in Buyer-Supplier Negotiations

Journal of Supply Chain Management, Vol. 54., Forthcoming
Number of pages: 59 Posted: 04 Oct 2017
WHU - Otto Beisheim School of Management, WHU - Otto Beisheim School of Management, Arizona State University (ASU) and WHU - Otto Beisheim School of Management
Downloads 37 (497,505)
Citation 1

Abstract:

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Buyer-Supplier Negotiations, Deception, Bluff, Lie, Social Cognitive Theory, Moral Disengagement Theory, Q Methodology, Best-Worst Scaling, Behavioral Experiment

2.

It’s Alright, It’s Just a Bluff: Why Do Corporate Codes Reduce Lying, but Not Bluffing?

Journal of Purchasing & Supply Management, 2018
Number of pages: 37 Posted: 15 Jan 2019
Jörg Rottenburger, Craig Carter and Lutz Kaufmann
WHU - Otto Beisheim School of Management, Arizona State University (ASU) and WHU - Otto Beisheim School of Management
Downloads 8 (678,442)
Citation 1

Abstract:

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Behavioral Supply Management, Negotiation, Deception

3.

Picking on the New Kid: Firm Newness and Deception in Buyer–Supplier Negotiations

Journal of Purchasing & Supply Management (Elsevier), 2019
Number of pages: 43 Posted: 18 Jan 2019
Jörg Rottenburger and Lutz Kaufmann
WHU - Otto Beisheim School of Management and WHU - Otto Beisheim School of Management
Downloads 6 (693,020)
Citation 1

Abstract:

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Negotiations, Behavioral Supply Management, Deception, Moral Disengagement Theory, Liabilities of Newness, Behavioral Experiments