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Hill, Richard Luthy, Michael Robert 2011-05-07T12:35:40Z 2011-05-07T12:35:40Z 10000-01-01 1995 Buyer-seller negotiations are characteristics of purchase behavior often encountered in business-to-business marketing settings. This dissertation research explores how asymmetric power conditions and expected length of relationship affect buyer's pre-negotiation strategy development. Past research in purchasing, organizational behavior, and negotiation theory, in conjunction with in-depth interviews of industrial purchasing managers, guided the development of hypothetical negotiation scenarios. These scenarios were used as part of a self-administered mail survey sent to purchasing professionals, members of the National Association of Purchasing Management, for data collection and model testing. A second facet of the research explores whether students can be used for applied business research questions of this type and generate equally externally valid results. Scenarios similar to those administered to the purchasing professional sample were administered to undergraduate business students for the comparison. Made available in DSpace on 2011-05-07T12:35:40Z (GMT). No. of bitstreams: 2 license.txt: 4922 bytes, checksum: 910b249b4beec47e7ab768910c8f966f (MD5) 9543659.pdf: 8539546 bytes, checksum: eb66995f879619b39cc8b9f2a70d4560 (MD5) Previous issue date: 1995 Item marked as restricted to the 'UIUC Users [automated]' Group (id=2) by Howard Ding (hding2@illinois.edu) on 2011-05-07T14:43:03Z Item is restricted indefinitely. Restriction data tranferred 2014-07-01T11:18:47-05:00 Original Data Group with Access UIUC Users [automated] Release Date: none Reason: ETDs are only available to UIUC Users without author permission ETDs are only available to UIUC Users without author permission U of I Only AAI9543659 (UMI)AAI9543659 http://hdl.handle.net/2142/20313 eng Copyright 1995 Luthy, Michael Robert Business Administration, General Business Administration, Marketing Pre-negotiation strategy development in asymmetric bargaining situations: An investigation of new buys in the business-to-business marketing arena text Business Administration Business Administration University of Illinois at Urbana-Champaign Dissertation Ph.D.