Araştırma Makalesi
BibTex RIS Kaynak Göster
Yıl 2021, Cilt: 22 Sayı: 2, 385 - 399, 31.12.2021
https://doi.org/10.17494/ogusbd.1040450

Öz

Kaynakça

  • Agus, A. ve Hassan, Z. (2010). The structural influence of entrepreneurial leadership, communication skills, determination and motivation on sales and customer satisfaction. International Journal of Business and Development Studies, 2(1), 109-130.
  • Bajalski, B. ve Šević, N. P. (2020). Tailoring negotiatıon and marketing strategies in sales. Knowledge International Journal, 41(1), 107-112.
  • Banks, P. (2018). Business Negotiations In The Digital Age. AI Practitioner
  • Baron, R. M. ve Kenny, D. A. (1986). The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51(6), 1173.
  • Bell, N. D. (2006). Interactional adjustments in humorous intercultural communication.
  • Bergeron, J. ve Vachon, M. A. (2008). The effects of humour usage by financial advisors in sales encoun-ters. International Journal of Bank Marketing, 26(6), 376-398.
  • Bompar, L., Lunardo, R., ve Saintives, C. (2018). The effects of humor usage by salespersons: the roles of humor type and business sector. Journal of Business and Industrial Marketing, 33(5), 599-609.
  • Brett, J.M. (2017). Culture and negotiation strategy. Journal of Business and Industrial Marketing, 32(4), 587-590.
  • Cann, A., Zapata, C. L., ve Davis, H. B. (2009). Positive and negative styles of humor in communication: Evidence for the importance of considering both styles. Communication Quarterly, 57(4), 452-468.
  • Cano, J. A. ve Rojas, J. J. B. (2018). Apropiación de las TIC para el rendimiento de la negociación internacio-nal: Estudio de caso Alianza del Pacífico. Revista Lasallista de Investigacion, 15(1), 102-112.
  • Carnevale, P. J. (2019). Strategic time in negotiation. Current opinion in psychology, 26, 106-112.
  • Cohen J. Statistical Power Analysis For The Behavioral Sciences. New Jersey: Lawrence Erlbaum Associa-tes; 1988.
  • Comstock, J. ve Higgins, G. (1997). Appropriate relational messages in direct selling interaction: should salespeople adapt to buyers' communicator style?. The Journal of Business Communication, 34(4), 401-418.
  • Conrad, D. ve Newberry, R. (2012). Identification and instruction of important business communication skills for graduate business education. Journal of Education For Business, 87, 112–120.
  • Cooper, C., ve Sosik, J. J. (2012). The laughter advantage: Cultivating high-quality connections and workp-lace outcomes through humor. In The Oxford handbook of positive organizational scholarship. Oxford University Press.
  • Čulo, K., ve Skendrović, V. (2012). Communication in the Process of Negotiation. Informatologia, 45(4), 323-327.
  • Curry, O. S., ve Dunbar, R. I. (2013). Sharing a joke: The effects of a similar sense of humor on affiliation and altruism. Evolution and Human Behavior, 34(2), 125-129.
  • Dijkstra, T. K. ve Henseler, J. (2015). Consistent partial least squares path modeling. MIS quarterly, 39(2), 297-316.
  • Doong, H. S. ve Lai, H. (2008). Exploring usage continuance of e-negotiation systems: expectation and disconfirmation approach. Group Decision and Negotiation, 17(2), 111-126.
  • Dziegielewski, S. F. (2003). Humor: An essential communication tool in therapy. International Journal of Mental Health, 32(3), 74-90.
  • Forester, J. (2004). Responding to critical moments with humor, recognition, and hope. Negotiation Journal, 20(2), 221-237.
  • Forester, J., Johansson, U., ve Woodilla, J. (2005). [In Irony and Organizations: Epistemological Claims and Supporting Field Stories.
  • Galin, A., Gross, M. ve Gosalker, G. (2007). E-negotiation versus face-to-face negotiation what has changed–if anything?. Computers in Human Behavior, 23(1), 787-797.
  • Goby, V.P. ve Lewis, J.H. (2000). The key role of listening in business: A study of the Singapore Insurance Industry, Business Communication Quarterly, 63(2), 41-51.
  • Gilliam, D. A., Flaherty, K. E. ve Rayburn, S. W. (2014). The dimensions of storytelling by retail salespeop-le. The International Review of Retail, Distribution and Consumer Research, 24(2), 231-241.
  • Guenzi, P., Rangarajan, D., Chaker, N. N. ve Sajtos, L. (2019). It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress. Journal of Personal Selling and Sales Management, 39(4), 352-369.
  • Guffey, M. E., ve Loewy, D. (2012). Essentials of business communication. Cengage Learning.
  • Hair, J. F., Sarstedt, M., Ringle, C. M. ve Mena, J. A. (2012). An assessment of the use of partial least squares structural equation modeling in marketing research. Journal of the Academy of Marketing Science, 40(3), 414-433.
  • Hair Jr, J. F., Sarstedt, M., Hopkins, L. ve Kuppelwieser, V. G. (2014). Partial least squares structural equation modeling (PLS-SEM): An emerging tool in business research. European business review, 26(2), 106-121.
  • Hair, J. F., Risher, J. J., Sarstedt, M. ve Ringle, C. M. (2019). When to use and how to report the results of PLS-SEM. European business review, 31(1), 2-24.
  • Hartman, J. L., ve McCambridge, J. (2011). Optimizing millennials’ communication styles. Business Communication Quarterly, 74(1), 22-44.
  • Henseler, J., Ringle, C. M. ve Sarstedt, M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling. Journal of the academy of marketing science, 43(1), 115-135.
  • Henseler, J. (2018). Partial least squares path modeling: Quo vadis?. Quality and Quantity, 52(1), 1-8.
  • Herbst, U., Voeth, M. ve Meister, C., What do we know about buyer–seller negotiations in marketing research? A status quo analysis. Industrial Marketing Management, 40(6), 967–978.
  • Iqbal, Q. ve Hassan, S. H. (2018). A dyadic analysis of salespersons and customers in banking sector: Humor usage, word of mouth and expectation of continuity. International Academic Journal of Bu-siness Management, 5(3), 109-120.
  • Johlke, M. C. (2006). Sales presentation skills and salesperson job performance. Journal of Business and Industrial Marketing, 21(5), 311-319.
  • Kang, Y. ve Na, K. (2020). The effectiveness of employee training on firm performance: Evidence from Vietnam. International Journal of Business and Social Science, 11(2), 13-24.
  • Krause, D. R., Terpend, R. ve Petersen, K.J. (2006). Bargaining stances and outcomes in buyer–seller negotiations: Experimental results. The Journal of Supply Chain Management, 42(3), 4-15.
  • Kurtzberg, T. R., Kang, S. ve Naquin, C. E. (2018). The effect of screen size and e-communication rich-ness on negotiation performance. Group Decision and Negotiation, 27(4), 573-592.
  • Liu, L. A., Chua, C. H. ve Stahl, G. K. (2010). Quality of communication experience: definition, measure-ment, and implications for intercultural negotiations. Journal of Applied Psychology, 95(3), 469.
  • Lucia, A.D. ve Lebsinger,R. The Art and Science of Competency Models. Jossey-Bass Pffeifer, 3, San Francisco, 1999.
  • Lunardo, R., Bompar, L. ve Saintives, C. (2018). Humor usage by sellers and sales performance: The roles of the exploration relationship phase and types of humor. Recherche et Applications en Mar-keting (English Edition), 33(2), 5-23.
  • Lussier, B., Grégoire, Y. ve Vachon, M. A. (2017). The role of humor usage on creativity, trust and perfor-mance in business relationships: An analysis of the salesperson-customer dyad. Industrial Marketing Management, 65, 168-181.
  • Lussier, B. ve Hall, Z. R. (2018). Cooperation in B2B relationships: Factors that influence customers' perceptions of salesperson cooperation. Industrial Marketing Management, 69, 209-220.
  • Lynch, O. H. (2002). Humorous communication: Finding a place for humor in communication rese-arch. Communication Theory, 12(4), 423-445.
  • Meyer, J. C. (2000). Humor as a double-edged sword: Four functions of humor in communica-tion. Communication Theory, 10(3), 310-331.
  • Morillo, C. R. (1990). The reward event and motivation. The Journal of Philosophy, 87(4), 169-186.
  • Mouzas, S. ve Blois, K. (2013). Contract research today: Where do we stand?. Industrial Marketing Management, 42, 1057–1062
  • Norton, R. (1983). Communicator style: Theory, applications, and measures (Vol. 1). Sage Publications, Incorporated.
  • Özçam, D. S. ve Yalman, N. (2012). Banka satış temsilcileri ve banka müşterileri için başarılı satış ekip üyesi tanımlaması farklılıkları: Türkiye'de bankacılık sektöründe bir çalışma. Öneri Dergisi, 10(38), 65-71.
  • Poon, P., Albaum, G. ve Yin, C. Y. (2017). Exploring risks, advantages and interpersonal trust in buyer-salesperson relationships in direct selling in a non-western country. International Journal of Retail and Distribution Management, 45(3), 328-342.
  • Preuss, M., Wijst,P. (2017). A phase-specific analysis of negotiation styles. Journal of Business and Indust-rial Marketing, 32(4), 505-518.
  • Putnam, L. L. ve Roloff, M. E. (Eds.). (1992). Communication and negotiation (Vol. 20). Sage.
  • Oprea, G. (2016). Business negotiation, from mediation to arbitration. Economic Insights-Trends and Challenges, 68(2).
  • Ramirez Marin, J., Olekalns, M. ve Adair, W. (2019). Normatively speaking: Do cultural norms influence negotiation, conflict management, and communication?. Negotiation and Conflict Management Rese-arch, 12(2), 146-160.
  • R.E. Fells, (1986). Managing the Process of Negotiation. Employee Relations, 8(1), 17-22.
  • Ringle, C. M., Da Silva, D. ve de Souza Bido, D. (2014). Modelagem de equações estruturais com utilização do SmartPLS. Revista Brasileira de Marketing, 13(2), 56-73.
  • Romero, E. ve Pescosolido, A. (2008). Humor and group effectiveness. Human Relations, 61(3), 395-418.
  • Sarstedt, M., Ringle, C. M., Smith, D., Reams, R. ve Hair Jr, J. F. (2014). Partial least squares structural equation modeling (PLS-SEM): A useful tool for family business researchers. Journal of Family Business Strategy, 5(1), 105-115.
  • Sarstedt, M., Hair, J. F., Ringle, C. M., Thiele, K. O. ve Gudergan, S. P. (2016). Estimation issues with PLS and CBSEM: Where the bias lies!. Journal of Business Research, 69(10), 3998-4010.
  • Schoop, M., Jertila, A. ve List, T. (2003). Negoisst: A negotiation support system for electronic business-to-business negotiations in e-commerce. Data and Knowledge Engineering, 47, 371–401.
  • Schoop, M., Köhne, F. ve Ostertag, K. (2010). Communication quality in business negotiations. Group Decision Negotiation, 19, 193–209.
  • Sanders, R. E. (1985). Norton Robert, Communicator style: Theory, application, and measures. Beverly Hills: Sage, 1983. Pp. 320. Language in Society, 14(2), 249-252.
  • Shan, W., Keller, J. ve Joseph, D. (2019). Are men better negotiators everywhere? A meta‐analysis of how gender differences in negotiation performance vary across cultures. Journal of Organizational Behavior, 40(6), 651-675.
  • Sharma, A., Shapiro, D. L. ve Kesner, I. F. (1991). Targets of mergers: Applying a negotiations perspecti-ve to predict degree of resistance. International Journal of Conflict Management, 2(2), 1991.
  • Sharma, P., Sarstedt, M., Shmueli, G., Kim, K. H. ve Thiele, K. O. (2019). PLS-based model selection: The role of alternative explanations in information systems research. Journal of the Association for In-formation Systems, 20(4), 4.
  • Sidelinger, R. J. (2014). Using relevant humor to moderate inappropriate conversations: Maintaining student communication satisfaction in the classroom. Communication Research Reports, 31(3), 292-301.
  • Singh, S. K., Marinova, D. ve Singh, J. (2020). Business-to-business e-negotiations and influence tac-tics. Journal of Marketing, 84(2), 47-68.
  • Smolinski, R., ve Xiong, Y. (2020). In search of master negotiators: a negotiation competency mo-del. Negotiation Journal, 36(3), 365-388.
  • Spenser M.L. ve Spenser M. S. “Competence at Work”, John Wiley and Sons Inc., 26-27, New York, 1993.
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  • Vuorela, T. (2005). Laughing matters: A case study of humor in multicultural business negotiati-ons. Negotiation Journal, 21(1), 105-130.
  • Warr, P., Bartram, D. ve Martin, T. (2005). Personality and sales performance: Situational variation and interactions between traits. International Journal of Selection and Assessment, 13(1), 87-91.
  • Warren, C., Barsky, A. ve Mcgraw, A. P. (2018). Humor, comedy, and consumer behavior. Journal of Consumer Research, 45(3), 529-552.
  • Wilson, S. ve Sabee, C. M. (2003). Handbook of Communication and Social Interaction Skills, Part1: “Expli-cating Communicative Competence As a Theoretical Term”, Lawrence Erlbaum Associates, Publishers, London.
  • Yılseli, H. ve Özdemir, E. (2021). Satış elemanlarının satış müzakere becerilerinin algılanan satış performan-sı üzerindeki etkileri. İşletme Araştırmaları Dergisi, 13(1), 504-519.
  • Yip, J. A., ve Martin, R. A. (2006). Sense of humor, emotional intelligence, and social competence. Journal of research in personality, 40(6), 1202-1208.
  • Zhou, H. ve Zhang, T. (2008). Body language in business negotiation. International Journal of Business and Management, 3(2), 90-96.

Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi

Yıl 2021, Cilt: 22 Sayı: 2, 385 - 399, 31.12.2021
https://doi.org/10.17494/ogusbd.1040450

Öz

İş müzakerelerinin başarı ile sonlandırılması her müzakerecinin öncelikli hedefidir. Etkili iletişim ve mizahi öğeler satış sürecinde müzakere perfor-mansında artışa, hatta yer yer gülmeyi tetikleyerek satış elemanına ve dolayısıyla satış sürecine yönelik olumlu hislerin oluşmasına yol açmaktadır. Bu bağlamda çalışma, satış elemanlarının kişisel mizah eğilimleri ve buna bağlı olarak iletişim yetenekleri ile müzakere performansları arasındaki ilişkiyi incelemektedir. Analiz sonuçları iletişim yeteneği ve kişisel mizah yönelimi ile müzakere performansı arasında beklendiği üzere pozitif ilişki olduğu sonucunu ortaya koymaktadır. Bunun yanı sıra satış sürecinde satış elemanla-rının kişisel mizah anlayışlarının satış performansı üzerindeki etkisinde müzakere iletişiminin aracılık rolü üstlendiği belirlenmiştir. Çalışmada analiz sonuçlarına bağlı olarak teorik ve pratik öneriler sunulmuştur. Satış elemanla-rı iletişimi güçlendiren bir faktör olarak mizahı, müzakere başarılarını arttırmak adına ölçülü olmak kaydıyla kullanabilirler.

Kaynakça

  • Agus, A. ve Hassan, Z. (2010). The structural influence of entrepreneurial leadership, communication skills, determination and motivation on sales and customer satisfaction. International Journal of Business and Development Studies, 2(1), 109-130.
  • Bajalski, B. ve Šević, N. P. (2020). Tailoring negotiatıon and marketing strategies in sales. Knowledge International Journal, 41(1), 107-112.
  • Banks, P. (2018). Business Negotiations In The Digital Age. AI Practitioner
  • Baron, R. M. ve Kenny, D. A. (1986). The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51(6), 1173.
  • Bell, N. D. (2006). Interactional adjustments in humorous intercultural communication.
  • Bergeron, J. ve Vachon, M. A. (2008). The effects of humour usage by financial advisors in sales encoun-ters. International Journal of Bank Marketing, 26(6), 376-398.
  • Bompar, L., Lunardo, R., ve Saintives, C. (2018). The effects of humor usage by salespersons: the roles of humor type and business sector. Journal of Business and Industrial Marketing, 33(5), 599-609.
  • Brett, J.M. (2017). Culture and negotiation strategy. Journal of Business and Industrial Marketing, 32(4), 587-590.
  • Cann, A., Zapata, C. L., ve Davis, H. B. (2009). Positive and negative styles of humor in communication: Evidence for the importance of considering both styles. Communication Quarterly, 57(4), 452-468.
  • Cano, J. A. ve Rojas, J. J. B. (2018). Apropiación de las TIC para el rendimiento de la negociación internacio-nal: Estudio de caso Alianza del Pacífico. Revista Lasallista de Investigacion, 15(1), 102-112.
  • Carnevale, P. J. (2019). Strategic time in negotiation. Current opinion in psychology, 26, 106-112.
  • Cohen J. Statistical Power Analysis For The Behavioral Sciences. New Jersey: Lawrence Erlbaum Associa-tes; 1988.
  • Comstock, J. ve Higgins, G. (1997). Appropriate relational messages in direct selling interaction: should salespeople adapt to buyers' communicator style?. The Journal of Business Communication, 34(4), 401-418.
  • Conrad, D. ve Newberry, R. (2012). Identification and instruction of important business communication skills for graduate business education. Journal of Education For Business, 87, 112–120.
  • Cooper, C., ve Sosik, J. J. (2012). The laughter advantage: Cultivating high-quality connections and workp-lace outcomes through humor. In The Oxford handbook of positive organizational scholarship. Oxford University Press.
  • Čulo, K., ve Skendrović, V. (2012). Communication in the Process of Negotiation. Informatologia, 45(4), 323-327.
  • Curry, O. S., ve Dunbar, R. I. (2013). Sharing a joke: The effects of a similar sense of humor on affiliation and altruism. Evolution and Human Behavior, 34(2), 125-129.
  • Dijkstra, T. K. ve Henseler, J. (2015). Consistent partial least squares path modeling. MIS quarterly, 39(2), 297-316.
  • Doong, H. S. ve Lai, H. (2008). Exploring usage continuance of e-negotiation systems: expectation and disconfirmation approach. Group Decision and Negotiation, 17(2), 111-126.
  • Dziegielewski, S. F. (2003). Humor: An essential communication tool in therapy. International Journal of Mental Health, 32(3), 74-90.
  • Forester, J. (2004). Responding to critical moments with humor, recognition, and hope. Negotiation Journal, 20(2), 221-237.
  • Forester, J., Johansson, U., ve Woodilla, J. (2005). [In Irony and Organizations: Epistemological Claims and Supporting Field Stories.
  • Galin, A., Gross, M. ve Gosalker, G. (2007). E-negotiation versus face-to-face negotiation what has changed–if anything?. Computers in Human Behavior, 23(1), 787-797.
  • Goby, V.P. ve Lewis, J.H. (2000). The key role of listening in business: A study of the Singapore Insurance Industry, Business Communication Quarterly, 63(2), 41-51.
  • Gilliam, D. A., Flaherty, K. E. ve Rayburn, S. W. (2014). The dimensions of storytelling by retail salespeop-le. The International Review of Retail, Distribution and Consumer Research, 24(2), 231-241.
  • Guenzi, P., Rangarajan, D., Chaker, N. N. ve Sajtos, L. (2019). It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress. Journal of Personal Selling and Sales Management, 39(4), 352-369.
  • Guffey, M. E., ve Loewy, D. (2012). Essentials of business communication. Cengage Learning.
  • Hair, J. F., Sarstedt, M., Ringle, C. M. ve Mena, J. A. (2012). An assessment of the use of partial least squares structural equation modeling in marketing research. Journal of the Academy of Marketing Science, 40(3), 414-433.
  • Hair Jr, J. F., Sarstedt, M., Hopkins, L. ve Kuppelwieser, V. G. (2014). Partial least squares structural equation modeling (PLS-SEM): An emerging tool in business research. European business review, 26(2), 106-121.
  • Hair, J. F., Risher, J. J., Sarstedt, M. ve Ringle, C. M. (2019). When to use and how to report the results of PLS-SEM. European business review, 31(1), 2-24.
  • Hartman, J. L., ve McCambridge, J. (2011). Optimizing millennials’ communication styles. Business Communication Quarterly, 74(1), 22-44.
  • Henseler, J., Ringle, C. M. ve Sarstedt, M. (2015). A new criterion for assessing discriminant validity in variance-based structural equation modeling. Journal of the academy of marketing science, 43(1), 115-135.
  • Henseler, J. (2018). Partial least squares path modeling: Quo vadis?. Quality and Quantity, 52(1), 1-8.
  • Herbst, U., Voeth, M. ve Meister, C., What do we know about buyer–seller negotiations in marketing research? A status quo analysis. Industrial Marketing Management, 40(6), 967–978.
  • Iqbal, Q. ve Hassan, S. H. (2018). A dyadic analysis of salespersons and customers in banking sector: Humor usage, word of mouth and expectation of continuity. International Academic Journal of Bu-siness Management, 5(3), 109-120.
  • Johlke, M. C. (2006). Sales presentation skills and salesperson job performance. Journal of Business and Industrial Marketing, 21(5), 311-319.
  • Kang, Y. ve Na, K. (2020). The effectiveness of employee training on firm performance: Evidence from Vietnam. International Journal of Business and Social Science, 11(2), 13-24.
  • Krause, D. R., Terpend, R. ve Petersen, K.J. (2006). Bargaining stances and outcomes in buyer–seller negotiations: Experimental results. The Journal of Supply Chain Management, 42(3), 4-15.
  • Kurtzberg, T. R., Kang, S. ve Naquin, C. E. (2018). The effect of screen size and e-communication rich-ness on negotiation performance. Group Decision and Negotiation, 27(4), 573-592.
  • Liu, L. A., Chua, C. H. ve Stahl, G. K. (2010). Quality of communication experience: definition, measure-ment, and implications for intercultural negotiations. Journal of Applied Psychology, 95(3), 469.
  • Lucia, A.D. ve Lebsinger,R. The Art and Science of Competency Models. Jossey-Bass Pffeifer, 3, San Francisco, 1999.
  • Lunardo, R., Bompar, L. ve Saintives, C. (2018). Humor usage by sellers and sales performance: The roles of the exploration relationship phase and types of humor. Recherche et Applications en Mar-keting (English Edition), 33(2), 5-23.
  • Lussier, B., Grégoire, Y. ve Vachon, M. A. (2017). The role of humor usage on creativity, trust and perfor-mance in business relationships: An analysis of the salesperson-customer dyad. Industrial Marketing Management, 65, 168-181.
  • Lussier, B. ve Hall, Z. R. (2018). Cooperation in B2B relationships: Factors that influence customers' perceptions of salesperson cooperation. Industrial Marketing Management, 69, 209-220.
  • Lynch, O. H. (2002). Humorous communication: Finding a place for humor in communication rese-arch. Communication Theory, 12(4), 423-445.
  • Meyer, J. C. (2000). Humor as a double-edged sword: Four functions of humor in communica-tion. Communication Theory, 10(3), 310-331.
  • Morillo, C. R. (1990). The reward event and motivation. The Journal of Philosophy, 87(4), 169-186.
  • Mouzas, S. ve Blois, K. (2013). Contract research today: Where do we stand?. Industrial Marketing Management, 42, 1057–1062
  • Norton, R. (1983). Communicator style: Theory, applications, and measures (Vol. 1). Sage Publications, Incorporated.
  • Özçam, D. S. ve Yalman, N. (2012). Banka satış temsilcileri ve banka müşterileri için başarılı satış ekip üyesi tanımlaması farklılıkları: Türkiye'de bankacılık sektöründe bir çalışma. Öneri Dergisi, 10(38), 65-71.
  • Poon, P., Albaum, G. ve Yin, C. Y. (2017). Exploring risks, advantages and interpersonal trust in buyer-salesperson relationships in direct selling in a non-western country. International Journal of Retail and Distribution Management, 45(3), 328-342.
  • Preuss, M., Wijst,P. (2017). A phase-specific analysis of negotiation styles. Journal of Business and Indust-rial Marketing, 32(4), 505-518.
  • Putnam, L. L. ve Roloff, M. E. (Eds.). (1992). Communication and negotiation (Vol. 20). Sage.
  • Oprea, G. (2016). Business negotiation, from mediation to arbitration. Economic Insights-Trends and Challenges, 68(2).
  • Ramirez Marin, J., Olekalns, M. ve Adair, W. (2019). Normatively speaking: Do cultural norms influence negotiation, conflict management, and communication?. Negotiation and Conflict Management Rese-arch, 12(2), 146-160.
  • R.E. Fells, (1986). Managing the Process of Negotiation. Employee Relations, 8(1), 17-22.
  • Ringle, C. M., Da Silva, D. ve de Souza Bido, D. (2014). Modelagem de equações estruturais com utilização do SmartPLS. Revista Brasileira de Marketing, 13(2), 56-73.
  • Romero, E. ve Pescosolido, A. (2008). Humor and group effectiveness. Human Relations, 61(3), 395-418.
  • Sarstedt, M., Ringle, C. M., Smith, D., Reams, R. ve Hair Jr, J. F. (2014). Partial least squares structural equation modeling (PLS-SEM): A useful tool for family business researchers. Journal of Family Business Strategy, 5(1), 105-115.
  • Sarstedt, M., Hair, J. F., Ringle, C. M., Thiele, K. O. ve Gudergan, S. P. (2016). Estimation issues with PLS and CBSEM: Where the bias lies!. Journal of Business Research, 69(10), 3998-4010.
  • Schoop, M., Jertila, A. ve List, T. (2003). Negoisst: A negotiation support system for electronic business-to-business negotiations in e-commerce. Data and Knowledge Engineering, 47, 371–401.
  • Schoop, M., Köhne, F. ve Ostertag, K. (2010). Communication quality in business negotiations. Group Decision Negotiation, 19, 193–209.
  • Sanders, R. E. (1985). Norton Robert, Communicator style: Theory, application, and measures. Beverly Hills: Sage, 1983. Pp. 320. Language in Society, 14(2), 249-252.
  • Shan, W., Keller, J. ve Joseph, D. (2019). Are men better negotiators everywhere? A meta‐analysis of how gender differences in negotiation performance vary across cultures. Journal of Organizational Behavior, 40(6), 651-675.
  • Sharma, A., Shapiro, D. L. ve Kesner, I. F. (1991). Targets of mergers: Applying a negotiations perspecti-ve to predict degree of resistance. International Journal of Conflict Management, 2(2), 1991.
  • Sharma, P., Sarstedt, M., Shmueli, G., Kim, K. H. ve Thiele, K. O. (2019). PLS-based model selection: The role of alternative explanations in information systems research. Journal of the Association for In-formation Systems, 20(4), 4.
  • Sidelinger, R. J. (2014). Using relevant humor to moderate inappropriate conversations: Maintaining student communication satisfaction in the classroom. Communication Research Reports, 31(3), 292-301.
  • Singh, S. K., Marinova, D. ve Singh, J. (2020). Business-to-business e-negotiations and influence tac-tics. Journal of Marketing, 84(2), 47-68.
  • Smolinski, R., ve Xiong, Y. (2020). In search of master negotiators: a negotiation competency mo-del. Negotiation Journal, 36(3), 365-388.
  • Spenser M.L. ve Spenser M. S. “Competence at Work”, John Wiley and Sons Inc., 26-27, New York, 1993.
  • Thomas, S., Eastman, J., Shepherd, C.D. ve Denton, L.T. (2018). A comparative assessment of win-win and win-lose negotiation strategy use on supply chain relational outcomes. The International Jour-nal of Logistics Management, 29(1), 191-215.
  • Thorson, J. A. ve Powell, F. C. (1993). Development and validation of a multidimensional sense of humor scale. Journal of Clinical Psychology, 49(1), 13-23.
  • Vojvodić, K., Martinović, M. ve Pušić, A. (2020). The relevance of business negotiation in building com-petitive advantage for Croatian micro enterprises. InterEULawEast: journal for the international and european law, economics and market integrations, 7(1), 47-63.
  • Vuorela, T. (2005). Laughing matters: A case study of humor in multicultural business negotiati-ons. Negotiation Journal, 21(1), 105-130.
  • Warr, P., Bartram, D. ve Martin, T. (2005). Personality and sales performance: Situational variation and interactions between traits. International Journal of Selection and Assessment, 13(1), 87-91.
  • Warren, C., Barsky, A. ve Mcgraw, A. P. (2018). Humor, comedy, and consumer behavior. Journal of Consumer Research, 45(3), 529-552.
  • Wilson, S. ve Sabee, C. M. (2003). Handbook of Communication and Social Interaction Skills, Part1: “Expli-cating Communicative Competence As a Theoretical Term”, Lawrence Erlbaum Associates, Publishers, London.
  • Yılseli, H. ve Özdemir, E. (2021). Satış elemanlarının satış müzakere becerilerinin algılanan satış performan-sı üzerindeki etkileri. İşletme Araştırmaları Dergisi, 13(1), 504-519.
  • Yip, J. A., ve Martin, R. A. (2006). Sense of humor, emotional intelligence, and social competence. Journal of research in personality, 40(6), 1202-1208.
  • Zhou, H. ve Zhang, T. (2008). Body language in business negotiation. International Journal of Business and Management, 3(2), 90-96.
Toplam 80 adet kaynakça vardır.

Ayrıntılar

Birincil Dil Türkçe
Bölüm Makaleler
Yazarlar

Can Efecan Akhan 0000-0003-1731-0075

İlknur Tanrıverdi 0000-0001-6788-497X

Nebi Seren 0000-0003-4080-4823

Murat Hakan Altıntaş 0000-0001-8517-0540

Yayımlanma Tarihi 31 Aralık 2021
Gönderilme Tarihi 30 Nisan 2021
Yayımlandığı Sayı Yıl 2021 Cilt: 22 Sayı: 2

Kaynak Göster

APA Akhan, C. E., Tanrıverdi, İ., Seren, N., Altıntaş, M. H. (2021). Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi, 22(2), 385-399. https://doi.org/10.17494/ogusbd.1040450
AMA Akhan CE, Tanrıverdi İ, Seren N, Altıntaş MH. Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi. Aralık 2021;22(2):385-399. doi:10.17494/ogusbd.1040450
Chicago Akhan, Can Efecan, İlknur Tanrıverdi, Nebi Seren, ve Murat Hakan Altıntaş. “Kişisel Mizah Algısı Ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi”. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi 22, sy. 2 (Aralık 2021): 385-99. https://doi.org/10.17494/ogusbd.1040450.
EndNote Akhan CE, Tanrıverdi İ, Seren N, Altıntaş MH (01 Aralık 2021) Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi 22 2 385–399.
IEEE C. E. Akhan, İ. Tanrıverdi, N. Seren, ve M. H. Altıntaş, “Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi”, Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi, c. 22, sy. 2, ss. 385–399, 2021, doi: 10.17494/ogusbd.1040450.
ISNAD Akhan, Can Efecan vd. “Kişisel Mizah Algısı Ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi”. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi 22/2 (Aralık 2021), 385-399. https://doi.org/10.17494/ogusbd.1040450.
JAMA Akhan CE, Tanrıverdi İ, Seren N, Altıntaş MH. Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi. 2021;22:385–399.
MLA Akhan, Can Efecan vd. “Kişisel Mizah Algısı Ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi”. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi, c. 22, sy. 2, 2021, ss. 385-99, doi:10.17494/ogusbd.1040450.
Vancouver Akhan CE, Tanrıverdi İ, Seren N, Altıntaş MH. Kişisel Mizah Algısı ve Satış Performansı İlişkisinde Müzakere İletişim Becerilerinin Aracılık Etkisi. Eskişehir Osmangazi Üniversitesi Sosyal Bilimler Dergisi. 2021;22(2):385-99.