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Co-Constructing Offers in B2B Marketing Through Asymmetric Patterns of Negotiation

Frédéric Dalsace 1 S. Jap D. Kapelianis
1 GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC
Keywords : Offers B2B Marketing Asymmetric Patterns Negotiation
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https://hal-hec.archives-ouvertes.fr/hal-00687839
Contributor : Antoine Haldemann <>
Submitted on : Sunday, April 15, 2012 - 4:20:00 PM
Last modification on : Thursday, January 11, 2018 - 6:19:32 AM

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  • HAL Id : hal-00687839, version 1

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HEC | PARISTECH | CNRS | LARA

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Frédéric Dalsace, S. Jap, D. Kapelianis. Co-Constructing Offers in B2B Marketing Through Asymmetric Patterns of Negotiation. 2012. ⟨hal-00687839⟩

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