Analyzing interpersonal communications in industrial marketing negotiations
Joe F. Alexander, Patrick L. Schul, Emin Babakus
Journal of the Academy of Marketing Science · 1991 · Volume 19 · Issue 2
Abstract
Given the importance of analyzing interpersonal communications is marketing negotiations, a multidimensional content analytic coding system is presented. First, specific tests of the instrument’s validity and reliability are provided. Then, in an application of the scheme in a controlled environment, insights are provided regarding what types of interpersonal communication strategies and tactics are used by marketing negotiators.
Keywords
Interpersonal Communication, Bargaining Behavior, Marginal Reliability, Human Communication Research, Personal Insult
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