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  1. Ethical reasoning in business‐to‐business negotiations: evidence from relationships in the chemical industry in Germany.Dirk C. Moosmayer, Thomas Niemand & Florian U. Siems - 2016 - Business Ethics: A European Review 25 (2):128-143.
    This article explores managers’ ethical reasoning for behaviors in price negotiations using evidence from 15 in-depth interviews conducted with sales and purchasing representatives in the chemical industry in Germany. Applying transaction cost economics, we find that negotiators in commoditized market-like exchanges either refer to deontological norms such as not to lie, or they neglect a role for ethics, arguing that distributive negotiation is per se opportunistic. In contrast, exchanges of products with higher asset specificity lead to stronger informational integration which (...)
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