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Emotions in negotiations : implications from pharma key account management activities towards German Statutory Health Insurances

Title data

Kaiser, Matthias J. ; Stieler, Maximilian:
Emotions in negotiations : implications from pharma key account management activities towards German Statutory Health Insurances.
2016
Event: EuHEA Conference , 13.-16. Juli 2016 , Hamburg.
(Conference item: Conference , Poster )

Official URL: Volltext

Abstract in another language

- This research work aims to illustrate, how emotions might influence bilateral negotiations in the health care sector,
e.g. the selective contract negotiations between National Pharma Key Account Management (PKAM) and German
Statutory Health Insurances (SHI).
- Business situations are highly social in nature and emotions play a major role in the way the individuals
communicate (Hatfield et al. 1994, Parkinson 1996).
- Research on emotions in negotiations has particularly stressed the importance of cooperative negotiation
strategies (Forgas 1998) and a pleasant atmosphere during the negotiation episode (Barry et al. 2004).
- They manifest itself in the pharmaceutical industry in Key Account Management (KAM) activities for institutional clients in the so-called pharma-health insurance-dialogue (Germany)

Further data

Item Type: Conference item (Poster)
Refereed: Yes
Keywords: Pharma; Payer; Dialoque; Emotions; Emotions Research; KAM; German SHI
Institutions of the University: Faculties
Faculties > Faculty of Law, Business and Economics
Faculties > Faculty of Law, Business and Economics > Department of Business Administration
Faculties > Faculty of Law, Business and Economics > Department of Business Administration > Lehrstuhl Betriebswirtschaftslehre III - Marketing und Konsumentenverhalten
Faculties > Faculty of Law, Business and Economics > Department of Business Administration > Lehrstuhl Betriebswirtschaftslehre XIV - Marketing und Innovation
Faculties > Faculty of Law, Business and Economics > Department of Business Administration > Lehrstuhl Betriebswirtschaftslehre XIV - Marketing und Innovation > Lehrstuhl Betriebswirtschaftslehre XIV - Marketing und Innovation - Univ.-Prof. Dr. Daniel Baier
Result of work at the UBT: Yes
DDC Subjects: 300 Social sciences > 300 Social sciences, sociology and anthropology
300 Social sciences > 330 Economics
600 Technology, medicine, applied sciences > 610 Medicine and health
Date Deposited: 21 Jul 2016 08:37
Last Modified: 01 Sep 2017 08:48
URI: https://eref.uni-bayreuth.de/id/eprint/33334