The Impact of Concessions on the Effectiveness of Negotiation in Croatian Car Sales Companies (CROSBI ID 649810)
Prilog sa skupa u zborniku | izvorni znanstveni rad | međunarodna recenzija
Podaci o odgovornosti
Galović Tomislav ; Zanketić Patricia ; Demo, Sandro
engleski
The Impact of Concessions on the Effectiveness of Negotiation in Croatian Car Sales Companies
Croatian car market has been hit extremely hard during the economic crisis, resulting in a boom for used car sales. In year 2015 Croatia whole car market moderately rose albeit fast economic recovery. This research analyses the impact of given concessions on the effectiveness and competitiveness of car selling companies in Croatia. Car sales personnel in Croatia confront with non-effective negotiators/customers who often use win-lose strategy in business interaction. The main aim of this research is to identify the sources and effective concessions in order to improve productivity and competitiveness of car sales personnel/ companies in Croatia. Based on the results of secondary research conducted in Croatian cities like Zagreb, Rijeka and Zadar, negotiation concessions influence on the effectiveness of negotiation in Croatian car sales companies.
Competition, Croatian car sales companies, Effectiveness, Negotiation
This work been supported in part by the University of Rijeka under the project number 16.02.2.2.01
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Podaci o prilogu
664-674.
2017.
objavljeno
Podaci o matičnoj publikaciji
Economic and Social Development
1849-7535
Podaci o skupu
22nd International Scientific Conference on Economic and Social Development “The Legal Challenges of Modern World”
predavanje
29.06.2017-30.06.2017
Split, Hrvatska