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Title: The effect of cost information on buyer-supplier negotiations in different power settings
Authors: Van den Abbeele, Alexandra
Roodhooft, Filip
Warlop, Luk
Issue Date: 2006
Publisher: K.U.Leuven - Faculty of Economics and Applied Economics
Series Title: DTEW - AFI_0604 pages:1-36
Abstract: We investigate the influence of cost information on buyer-supplier negotiations in different power settings. Based on exchange theory, we expect that buyers with detailed cost information and less power than their opponent may try to (re)gain control over their own outcomes by sharing information. The results of our experiment indicate that the performance disadvantage of less powerful buyers is less pronounced when the buyer has detailed cost information and that this result can be explained by the buyer's negotiation behavior.
Publication status: published
KU Leuven publication type: IR
Appears in Collections:Research Center Accountancy, Leuven
Research Centre for Marketing and Consumer Science, Leuven

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