Understanding Customer Reactions to Brokered Ultimatums: Applying Negotiation and Justice Theory.
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چکیده
منابع مشابه
Understanding customer reactions to brokered ultimatums: applying negotiation and justice theory.
There has been little research examining customer reactions to brokered ultimatum game (BUG) contexts (i.e. exchanges in which 1 party offers an ultimatum price for a resource through an intermediary, and the ultimatum offer is accepted or rejected by the other party). In this study, the authors incorporated rational decision-making theory and justice theory to examine how customers' bids, reco...
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15 صفحه اولJustice, Fairness, and Employee Reactions
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ژورنال
عنوان ژورنال: Journal of Applied Psychology
سال: 2004
ISSN: 1939-1854,0021-9010
DOI: 10.1037/0021-9010.89.3.466