Naslov
The Impact of Concessions on the Effectiveness of Negotiation in Croatian Car Sales Companies

Autori
Galović Tomislav ; Zanketić Patricia ; Demo, Sandro

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Izvornik
Economic and Social Development / - , 2017, 664-674

Skup
22nd International Scientific Conference on Economic and Social Development – “The Legal Challenges of Modern World”

Mjesto i datum
Split, Hrvatska, 29.06.2017. - 30.06.2017

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
Competition, Croatian car sales companies, Effectiveness, Negotiation

Sažetak
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.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

Napomena
This work been supported in part by the University
of Rijeka under the project number 16.02.2.2.01

POVEZANOST RADA