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Presentations of the Marketing-Department at the 4th Conference on Enhancing Sales Force Productivity in Münster, Germany

News from Jul 13, 2013

The Marketing-Department of Freie Universität Berlin participates in the 4th Conference on Enhancing Sales Force Productivity at the Marketing Center Münster. The conference takes place July 14 to July 16 at the Westfälischen Wilhelms-Universität Münster, Germany. Members of the Marketing-Department give the following presentations:

  • Lügger/Geiger/Neun/Backhaus: "When Europe and Asia Meet at the Bargaining Table: Negotiation Behavior and Adaptation in Intra- and Intercultural German-Chinese Business Negotiations"
  • Wilken/Geiger/Backhaus: "Do Relationships Protect from Weak Alternatives in Business Negotiations?"
  • Grossmann/Kleinaltenkamp/Geiger: "The Effects of Fairness on Industrial Buyer-Seller Negotiations and Contract Implementation"
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